Introduction. Step One. Step Two Step Three Step Four Step Five Step Six Step Seven Step Eight Step Nine Step Ten Step Eleven Step Twelve

Step six

The Warm Up

So now you are in the appointment. If everything is going as planned then you are completely prepared with everything you need to close the sale. You look good, smell good, and you are staring the prospects in the eyes. (Some people like to look at the prospects nose, to the prospect it looks like you are looking them in the eye.) You are beaming with confidence and you are ready to go. And the prospect is saying in their mind, "all right, I'm about to get sold". And what is the first thing you are going to do, talk about anything, except the business you are there to talk about. Think of how disarming that is to the prospect. They are ready for you to try to sell them and you want to talk about their favorite subject, them and their family. This one action of patience can completely break down the prospects armor. They truly think that you will be like so many other reps that just come in and try to shove something down their throat. Instead find things in their space to talk about, things of interest to them so they start talking and getting comfortable. Lead the warm up conversations by asking simple questions that keep the conversation going. Ho did you get into that? What do you find most interesting? Do the kids play any sports? You can think of the questions as the time goes on but the goal is to relax the prospect and to make them comfortable with you. This is where many sales happen. Most reps in sales do not do this because they believe it wastes time. How foolish!  

I was known as the "king of the warm up". And I had a rule. I would not speak about business I was there for until the prospect asked me about it. Immediately, upon entering an office or home I notice thing I have interest in and talk about them. Pictures, hobbies, family etc…….. Talk about things you can talk about sincerely, there is nothing worse then an obviously fake compliment.

Let me tell you an extreme example of holding firm to my rule. (By the way the warm up should generally take five to fifteen minutes) So I am visiting Mr. and Mrs. Samson in Columbus, Ohio. As I was walking up to the house I noticed an RV in the driveway and I knew what my warm up would be. People like to talk about themselves more than anything, always remember that. So I knocked and they answer. I am completely prepared and I look them in the eye and introduced myself and I started "I see you have an RV, any traveling?". Well let me tell you this they had just gotten back from eight weeks with three different sets of grandchildren. They talked for three and one half hours before saying to each other, "Oh my! Glenn's been here for three and a half hours. He came to show us windows". Needless to say the sale closed on the first attempt at the close because they were comfortable. And all I did was lead them with questions from one thing about themselves to another. People love to talk about themselves and their interests, and think about it how often does someone ask you about yourself and really let you talk. It makes for instant connection and that makes sales.

Now as I said, the warm up generally goes for five to fifteen minutes until they start getting comfortable with you. You know what I am looking for as the indicator that th warm up i going well? Body language. When the prospects shoulders, that very often start tense and raised, begin to lower. That is the sign they are beginning to feel more comfortable with you. That is the perfect body language position to start in.

Now they have asked you something like, "Aren't you supposed to show us something. And you will respond, "I've been having such a nice conversation I wasn't paying attention to the time".

It is important to mention here that from the time the door opens and the time together begins, you must have control. This is not a power play it is essential that you lead and control the prospect. They never know what the next thing you are going to say, so stay on track. If they start asking questions that is a good sign, but control is necessary to close. The following tactic is very effective for deferring any question you are not ready to answer and thereby maintaining control. Do the following:

They ask a question that you know you will be cover later in the presentation. If you answer the question they will feel that they are in control and they will interrupt you whenever they want. You should, however, handle their question like this.

"That is a very good question but we are getting a little ahead of ourselves. I will be getting to that shortly" (turn your pad and pen to them and continue) "Please write down all of your question. If I don't answer them, then at the end you can ask it. However, I pride myself on the thoroughness of my presentation so as I answer your questions please cross them off the list. This way I can stay on track and not forget to cover everything, ali right?" WFA This allows you to control the flow of the appointment.  

Now we must physically position ourselves for the appointment. In business to business sales you should do everything you can to get the prospect out from behind his or her desk or counter. Have props that will allow you to move around or to draw them from behind their desk. If they won't come around their desk, use your demo props to work your way back to them. You want them comfortable with you but not in control. Moving them around is a good way to see how they are responding to your ideas and solutions.

In business to consumer sales, you are best to have the decision makers sitting next to each other, not opposite you, but around the corner of the kitchen table. You don't want them separated one on each side of you. This will make it too hard to keep good eye contact with multiple decision makers. If they are next to each other, then you can simply move your eyes and maintain eye contact. If they sit down on either side of you say, "folks I have some things to show you and it would be easier for all of us if you sit together, (pointing to the side of the table) and I sit here. Comfort is important but control is everything.

Several quick points to finish step six. 1. Confirm that the prospects that are present are all of the decision makers. 2. Ask for a glass of water to get the prospect used to giving you things. Most people will be apologetic that they didn't offer. If they make a sour face or a big deal about it, then you know you will have to work harder to warm up because they have not warmed up yet. 3. When you sit down, your back should hit the back of the chair and as much as possible should stay there. If you move forward it is perceived as aggression and we want to seem completely passive. Sit back and relax, keep your blood pressure steady and your pulse and breathing calm no matter what. It makes you seem in control and unshakable. Be relaxed you are completely prepared and it is Show Time.

Summary: The warm up is supposed to be enjoyable and even fun where possible. Use it to start your time with the prospect positively and as comfortable as possible without giving up control.