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After you are done with the pre-approach, where you have already established contact with the prospect, obtained the information about his or her needs, and confirms what he or she already has, then you are ready for the “approach” step that comes next.
With this list you have, you can then be able to select the better prospects for immediate action and to eliminate the unlikely candidates. You must have a presentation folders or a tickler file on those prospects who are not available now, but who you might be able to approach some weeks or months later.
Cordial and prompt greeting is the opener for you and your customer. A good salesman regards all prospects as customers

The core challenge of every business is to sell the company’s product or service. The very basic step in successful selling that every salesman must know is how to properly approach your prospective buyers.
Before the actual customer approach, there is the so-called pre-approach. The pre-approach is the step in which the salesman goes prospecting. Its keynote is constant alertness.

This is the “getting to know” your customers or making a preliminary analysis of the prospective buyers. You can jot down notes about their personal characteristics, their likes and dislikes, their estimated income, members of the family [link widoczny dla zalogowanych], etc. From your notes you can decide whether they have a need for your products and services, which of them can afford a purchase, and whether other salesmen have an inside track on your target clients. When your prospect is an employee, find out whether he or she has the authority to buy for his or her company.