Why we do the Warm Up Process and Why it is so Important to the Selling Process
The warm up is your first and only job when you sit down to visit with your prospect for the first time. Your warm up will be roughly the same, whether the warm up is held at the prospects home, office, farm yard or through his reading and visiting your website introductory home page.
In all of these cases you have to focus on the process of convincing the prospect that you really are a honest, straight shooting individual that he or she can trust. The prospect is depending on you to help solve their problems and at a price they can afford to pay.
Once the trust is established, and only after the trust is established can you be considered worthy by the prospect to ask for their business.
What advantage does your being honest and above board give you over other salespeople? Really nothing, it is expected that you be honest and forth right and tell the truth about not only what you are selling but about anything else you might visit with the prospect about.
In other words don't be guilty of telling your fish stories on the job with your prospects. Save that kind of action for the nineteenth hole over a few cool ones with your buddies in the club house. When you try to top your prospect's favorite fish story with your bigger yarn then you just win the battle and loose the sale. Let the prospect have his fun, just listen with awe and amazement. He will appreciate it and you will probably be glad that you listened and enjoyed his story as well.
A lot of my associates over the years have preached warming up for a few minutes with the prospects and then moving on to the presentation. When you do this you short change the customer and that is the way they feel when you leave. In fact, in many cases the phone is already ringing when you get back to the office. The new customer is calling with the bad news that the order has to be cancelled due to --- ( buyer's remorse).
In my opinion doing this short cut version of the warm up is entirely wrong. When talking to prospects in their homes and assuming you are selling something with a price tag big enough to earn you a commission of several hundred dollars, I would certainly recommend that you spend a minimum of one hour during your warm up period the first time you visit with your prospect. Do your best to spend the whole hour doing warm up. If you can't imagine what you would talk about for the whole hour you can go to my website
http://www.thesellingfool.com/ and read the section on "The Warm Up." This will give you plenty of information on how to do this and do it right.
When selling products in this price range you will find, assuming the prospect needs the product and can afford it, you will close in the range of ninety percent of the prospects that you invest this one hours time in doing the warm up.
Also when you are selling some products that have price tags high enough so that your net commission is say six hundred to thirty five hundred dollars a sale then you have to develop a lot of trust. For this kind of money the prospect needs to know who he is dealing with. Don't you think?
On the other hand if you are selling something that might make you ten dollars per sale you are going to have to make the prospect comfortable in short order and move on with the program. You will be trying to sell fifteen or twenty of these deals a day. But even then, if the product is a repeat type of thing, where you are going back to the house once or twice a month, to make new orders over and over again. I would spend the hour the first visit, to make sure I would be welcomed back again and again. If you build a route of two to three hundred customers, one at a time, in a years time you will have developed an awful good return.
I might mention that these customers will also come nearer to giving you referrals to the rest of their families and friends, if you are someone they know they can trust. Spending the time to bond and build trust, is where it is at. So make it easy on your self and your pocket book and just do it.
When you become someone the prospect can depend on day in and day out they will want you tending to their sons and daughters families needs because they know that you can be trusted and that you care. Caring help is a big seller in this day and age of similar products.
Now if you see a prospect at their office, they are going to want you to be all business and get to the what is in it for me benefits and after that, they want you to get down to the bottom line.
Even though this means the warm up will have to be a lot more reasonable, don't rush it. You can learn to move at a reasonable non pushy pace. You can be making friends and warming up while unpacking your brief case and getting set up to sell. Just take your time doing it, not too fast, not too slow. This way you wont come off like a carnival barker or a pitch man. These business men don't want the hype, they just want the facts.
Now for the quickest warm up of all. If you are selling on the internet your introductory home page has to be laid out so that the prospect can see what you have to offer, and how to navigate and get to what he is looking for in ten seconds or less. People no longer have patience. It is the old time is money syndrome. If you can't interest the prospect right away they will hit the back button and be looking some where else in a New York minute.
This means your website does not have to be all that fancy, just easy to navigate, with lots of content and plenty of reason for the prospect to stay around for a while. Hopefully he will click on something while he sees what you have to offer and actually make a purchase. When you see my website you will see a clean well organized site with plenty of content. I do have products and articles all over the place that will help you sell more and better than you ever thought you could before. Lets face it, selling is a system and you have just got to find what works well for you and then do it over and over and over again. Incidentally this is same way you go about getting rich.
I can't help but think of a lot of different things while I am writing this that would go along way to help improve my web site http://www.thesellingfool.com and make it more productive. I am going to make editing the web site my number one project next week.
I always try to practice what I preach and this way you will know that I am a straight shooter as well. I don't believe in asking you to do something that I would not do my self.
When you get to the website http://www.thesellingfool.com you will find a lot more information on how to warm up, prospect, present, close and sell almost any thing.
I encourage you, if you are going to be a salesperson or for that matter join any other profession that deals with the public, to spend a few evenings working at my website, learning to get a long with others, as well as selling better and selling more by selling your self first to your self and then to others.
After all if you are going to sell, you might as well be one of the best, other wise known as a
Selling Fool.
Thank you,
Billy J Gibson
thesellingfoolbjg@yahoo.com/
http://www.thesellingfool.com/
In all of these cases you have to focus on the process of convincing the prospect that you really are a honest, straight shooting individual that he or she can trust. The prospect is depending on you to help solve their problems and at a price they can afford to pay.
Once the trust is established, and only after the trust is established can you be considered worthy by the prospect to ask for their business.
What advantage does your being honest and above board give you over other salespeople? Really nothing, it is expected that you be honest and forth right and tell the truth about not only what you are selling but about anything else you might visit with the prospect about.
In other words don't be guilty of telling your fish stories on the job with your prospects. Save that kind of action for the nineteenth hole over a few cool ones with your buddies in the club house. When you try to top your prospect's favorite fish story with your bigger yarn then you just win the battle and loose the sale. Let the prospect have his fun, just listen with awe and amazement. He will appreciate it and you will probably be glad that you listened and enjoyed his story as well.
A lot of my associates over the years have preached warming up for a few minutes with the prospects and then moving on to the presentation. When you do this you short change the customer and that is the way they feel when you leave. In fact, in many cases the phone is already ringing when you get back to the office. The new customer is calling with the bad news that the order has to be cancelled due to --- ( buyer's remorse).
In my opinion doing this short cut version of the warm up is entirely wrong. When talking to prospects in their homes and assuming you are selling something with a price tag big enough to earn you a commission of several hundred dollars, I would certainly recommend that you spend a minimum of one hour during your warm up period the first time you visit with your prospect. Do your best to spend the whole hour doing warm up. If you can't imagine what you would talk about for the whole hour you can go to my website
http://www.thesellingfool.com/ and read the section on "The Warm Up." This will give you plenty of information on how to do this and do it right.
When selling products in this price range you will find, assuming the prospect needs the product and can afford it, you will close in the range of ninety percent of the prospects that you invest this one hours time in doing the warm up.
Also when you are selling some products that have price tags high enough so that your net commission is say six hundred to thirty five hundred dollars a sale then you have to develop a lot of trust. For this kind of money the prospect needs to know who he is dealing with. Don't you think?
On the other hand if you are selling something that might make you ten dollars per sale you are going to have to make the prospect comfortable in short order and move on with the program. You will be trying to sell fifteen or twenty of these deals a day. But even then, if the product is a repeat type of thing, where you are going back to the house once or twice a month, to make new orders over and over again. I would spend the hour the first visit, to make sure I would be welcomed back again and again. If you build a route of two to three hundred customers, one at a time, in a years time you will have developed an awful good return.
I might mention that these customers will also come nearer to giving you referrals to the rest of their families and friends, if you are someone they know they can trust. Spending the time to bond and build trust, is where it is at. So make it easy on your self and your pocket book and just do it.
When you become someone the prospect can depend on day in and day out they will want you tending to their sons and daughters families needs because they know that you can be trusted and that you care. Caring help is a big seller in this day and age of similar products.
Now if you see a prospect at their office, they are going to want you to be all business and get to the what is in it for me benefits and after that, they want you to get down to the bottom line.
Even though this means the warm up will have to be a lot more reasonable, don't rush it. You can learn to move at a reasonable non pushy pace. You can be making friends and warming up while unpacking your brief case and getting set up to sell. Just take your time doing it, not too fast, not too slow. This way you wont come off like a carnival barker or a pitch man. These business men don't want the hype, they just want the facts.
Now for the quickest warm up of all. If you are selling on the internet your introductory home page has to be laid out so that the prospect can see what you have to offer, and how to navigate and get to what he is looking for in ten seconds or less. People no longer have patience. It is the old time is money syndrome. If you can't interest the prospect right away they will hit the back button and be looking some where else in a New York minute.
This means your website does not have to be all that fancy, just easy to navigate, with lots of content and plenty of reason for the prospect to stay around for a while. Hopefully he will click on something while he sees what you have to offer and actually make a purchase. When you see my website you will see a clean well organized site with plenty of content. I do have products and articles all over the place that will help you sell more and better than you ever thought you could before. Lets face it, selling is a system and you have just got to find what works well for you and then do it over and over and over again. Incidentally this is same way you go about getting rich.
I can't help but think of a lot of different things while I am writing this that would go along way to help improve my web site http://www.thesellingfool.com and make it more productive. I am going to make editing the web site my number one project next week.
I always try to practice what I preach and this way you will know that I am a straight shooter as well. I don't believe in asking you to do something that I would not do my self.
When you get to the website http://www.thesellingfool.com you will find a lot more information on how to warm up, prospect, present, close and sell almost any thing.
I encourage you, if you are going to be a salesperson or for that matter join any other profession that deals with the public, to spend a few evenings working at my website, learning to get a long with others, as well as selling better and selling more by selling your self first to your self and then to others.
After all if you are going to sell, you might as well be one of the best, other wise known as a
Selling Fool.
Thank you,
Billy J Gibson
thesellingfoolbjg@yahoo.com/
http://www.thesellingfool.com/
posted by thesellingfool | 7:53 PM
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