This is the stage at which the salesperson gains trust and rapport with the customer. Make sure that you have done your homework, and have knowledge on the client and their business. The customer will be consciously or unconsciously sizing you up, so dress for success. Engage the customer in conversation that is focused on getting to know them, this stage is about setting the environment for a conversation of mutual engagement. Our business environments are filled with disruptions and pressures. As sales people we need to support the client in breaking from the current pressures of the day to focus in on our conversation which is all about them and solving their business challenges. We gain the right to the next step in the process by doing the Approach well.
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