What action is taken during the approach step of the sales process?

During the approach step of the sales process, contacting potential clients is a critical action. This step involves reaching out to prospects to establish communication, build rapport, and determine their needs. It sets the stage for a productive interaction where the salesperson can begin to understand the client's requirements and position their product or service effectively.

Successful contact during this phase is essential because it leads to more in-depth discussions about the product and its alignment with the client's needs, which are addressed in later steps such as presenting the product and handling objections. Properly approaching clients can significantly influence their openness to the sales interaction, positioning the salesperson favorably to move forward in the sales process.