| Warm up is all about making friends with your clients. | | | | the shade?" "Would you prefer to be by the window |
| Nobody will buy off you if they don't like and trust | | | | or over in the corner where it's quieter?" People feel |
| you. That means you have to spend some time | | | | more comfortable when they're given a choice but |
| getting to know your clients on a personal level and | | | | not too much choice. For example, don't ask them |
| let them get to know you personally before you can | | | | what they want to drink you will get all sorts of |
| get into the all important part of fact finding. Your | | | | answers. Ask them if they would like a hot drink or a |
| fact finding is the foundation on which your sale is | | | | cold drink, "Tea or Coffee?" They will not realise that |
| built, but you have to earn the right to move into | | | | you're controlling the answers and getting them used |
| fact finding. That is done during the warm up period | | | | to making choices right from the word go. They will |
| when you become your client's new best friend. | | | | see it as you being very polite and well organised and |
| I'm often asked "how long should the warm up | | | | that will make them feel more comfortable. |
| period last" And the answer I give is "As long as it | | | | Once you have them seated and have ordered the |
| takes" There is no set time for warming up a client. | | | | drinks get back into relaxing your clients. People love |
| Each client will be different. Some will be very open | | | | to talk about themselves and their achievements. |
| and easy to talk to. This type of client can be | | | | Remember your warm up should be 20% talking and |
| warmed up in minutes and before you know you're | | | | 80% listening. Find a common interest but men don't |
| laughing and joking like you've known each other for | | | | be tempted to talk about football and leave the wife |
| years. Other clients are very reserved and take what | | | | completely out of the conversation or you will have |
| seems forever to start to relax with you and open | | | | lost the sale before you even start. |
| up. What ever happens you should never move into | | | | There are two types of warm up, I call them, the |
| fact finding until your client is ready, other wise | | | | bus stop warm up and the pub warm up. The bus |
| you're just wasting your time and you would have | | | | stop warm up is like two people at a bus stop who |
| been better off staying in warm up, enjoying the | | | | make light conversation to pass the time but don't |
| coffee and not even showing them your product. | | | | really get to know each other and most of the |
| A good gauge is your clients' body language. When | | | | conversation goes over their heads. The pub warm |
| you first meet you will see that your clients are | | | | up is where you start chatting to someone in a pub |
| normally seated stiffly with their arms and legs | | | | and before you know it you're buying each other |
| crossed, the lady will probably have her handbag held | | | | drinks, chatting about things you would never discuss |
| tightly on her lap and they could be slightly turned in | | | | with a stranger and arranging to meet again next |
| towards each other and away from you. These are | | | | week for a game of darts. If you make all your |
| all defensive/protective body language positions. | | | | warm up's pub warm up's I guarantee you will write |
| When you start to see that the arms become | | | | more deals and you'll have a lot more fun while you're |
| unfolded, the shoulders start to drop slightly and the | | | | doing it! |
| lady puts her handbag on the floor or on another | | | | Now go out tonight and practise just talking to |
| chair. Then you know your clients are starting to | | | | people and finding out as much as you can about |
| relax and feel comfortable in your company. | | | | there hobbies, interests and favourite pastimes. Who |
| Take control right from the beginning with alternative | | | | knows, you might even make some new friends. |
| choice closes like: "Would you like to sit in the sun or | | | | |