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Essay text:
The pre-approach enables you to learn as much as possible about the doctor you have identified. You must ascertain what this doctors needs are, from the source that created the lead.
Pre Approach
• Setting objectives to make contact.
• Determining the best method of approach. Should it be by a personal visit, telephone call, letter, third-party etc?
• Developing an overall approach strategy. Who will you contact first, and why?
• Preparing an effective opening statement.
• Developing fact-finding questions.
• Knowing the sales message geared to this client.
• Ascertaining the best timing to make contact...
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