After prospects have been identified and qualified, the next step in the selling process is to learn as much as possible about the potential customers' wants and needs. This step is called ______.

Learning about the needs and wants of potential clients help the sales personnel to create customized sales presentation. In addition to this, it also involves preparing presale objectives. Professional salespeople complete the preapproach for every presentation whether it involves a new account or an existing client.

Specific steps in a sales process vary from organization to organisation but generally graduate as follows:

Prospecting/Initial contact
Preapproach—planning the sale
Approach
Need assessment
Presentation
Meeting objections
Gaining commitment
Follow-up

Cheers!

holesstanham holesstanham · Answer 2 · 2020-03-03T15:45:36+01:00

Answer:

Pre-approach

Explanation:

This strategy is known as the pre-approach technique. The pre-approach system focuses on learning as much as possible about potential customers before making the call or meeting with them. The pre-approach technique helps you be prepared for the first meeting. It also increases your chances of making a positive first impression. Finally, it can also help you anticipate the customer's wants and needs.