The Warm-UP and Why it is so Important

Once the prospect invites you into his or her office, you have to get rid of some of the dread on the prospects part of getting into the presentation of your product. You just have to get a reasonable amount of professional courtesy going to help the prospect to be able to trust what you will be saying to them. I would recommend that you talk about things like the weather or things of value that are going on in your industry. By all means it is standard procedure to stay away from discussing politics or religion. The customer may not say anything when you talk about forbidden subjects such as this but then they don’t buy and you do not have a clue why. So once again talk about the weather and look for something in the room you can complement the customer on. They will appreciate that you noticed their painting on the wall or a Childs picture on the desk or what ever else catches your eye. Once you have completed a little small talk and asked them a few questions to get them talking you will feel confident to begin the presentation. Customer’s tend to pay closer attention and listen better if a good warm up is given prior to the presentation. Hope this will help you to increase your closing percentage as it always helped my sales people as well as my self. Thank you, once again Billy J Gibson Better know as the Selling Fool