What is the term used for the approach in which a salesperson begins the sales call by complimenting the buyer?

The term for the approach in which a salesperson begins a sales call by complimenting the buyer is known as the "compliment opening." This technique is effective because it helps to create a positive atmosphere for the conversation and establishes rapport with the buyer right from the start. By offering a genuine compliment, the salesperson shows that they recognize the buyer's achievements or the positive attributes of their business, which can make the buyer more receptive to the sales pitch.

This approach encourages a more open and friendly dialogue between the salesperson and the buyer. It can also set the tone for a collaborative discussion, demonstrating that the salesperson is not just there to push a product but is also interested in the buyer's needs and success. A warm and engaging introduction can significantly increase the likelihood of a productive sales conversation.

The other terms provided do not specifically relate to this approach. A credibility statement focuses on establishing trust and authority in the salesperson's expertise or the company’s reputation. A customer benefit proposition directly outlines the specific advantages or value the product or service offers to the customer. FAB refers to Features, Advantages, and Benefits, which is a technique used to present a product or service's attributes effectively, but it doesn't pertain to the initial opening of the conversation.