- 687
Is that a Schlitz or PBR?
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Hell, you are describing the whole FE market.
You sure got that right.
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What Should a Warm Up Include?
- Thread starter turkjey5
- Start date
Is that a Schlitz or PBR?
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You sure got that right.
- 1,271
Look up matching, mirroring and cold reading.
Never say "but" unless you absolutely have to.
They're about subconscious rapport building (if you're at all interested).
Never say "but" unless you absolutely have to.
They're about subconscious rapport building (if you're at all interested).
A fellow I used to work with did in home sales in Florida. His warm up consisted of walking in, looking around for the fish on the wall, and remarking "Great fish! Catch it yourself?"
(For those who don't know, quite a few folks in FL have a mounted sailfish, marlin, etc. on their wall).
One day he walked in a home, looked around and asked "Where's the fish?".
He had no idea how to start a conversation if he couldn't find a fish . . .
(For those who don't know, quite a few folks in FL have a mounted sailfish, marlin, etc. on their wall).
One day he walked in a home, looked around and asked "Where's the fish?".
He had no idea how to start a conversation if he couldn't find a fish . . .
- 3,165
- Staff
- #25
We had butterscotch candies....
WanderingSpirit
New Member
- 14
Greetings,
In my experience, the first 1-2 minutes is actually the most crucial in a warm up. Remember, you are in competition with con artists, bill collectors, telemarketers, and other people that your prospective leads may not want to talk to whether if its over the phone or in person. As an Agent; no matter who you represent or what you are selling, you are going to be dealing with all walks of life.
I always approached my prospective clients on a first-name basis. Yes, its informal - but 80-90% of the time, it psychologically makes people more comfortable to hear their first name being called rather than hear "Mr. Jones" - which indicates to the prospective client that its a stranger trying to get their attention which can be alarming (especially in today's society).
People love to talk about themselves, they don't want to hear anything that has to do with you personally. So start off with how their day is, and let that prospect elaborate from there. Turn that subject matter into a conversation for about 5-10 minutes and you will ease your way into the presentation. As a salesperson, you will know that the more the prospect talks, the more selling points they are providing to you so you can have a stronger presentation and stronger close in the end.
I hope this helps a little.
In my experience, the first 1-2 minutes is actually the most crucial in a warm up. Remember, you are in competition with con artists, bill collectors, telemarketers, and other people that your prospective leads may not want to talk to whether if its over the phone or in person. As an Agent; no matter who you represent or what you are selling, you are going to be dealing with all walks of life.
I always approached my prospective clients on a first-name basis. Yes, its informal - but 80-90% of the time, it psychologically makes people more comfortable to hear their first name being called rather than hear "Mr. Jones" - which indicates to the prospective client that its a stranger trying to get their attention which can be alarming (especially in today's society).
People love to talk about themselves, they don't want to hear anything that has to do with you personally. So start off with how their day is, and let that prospect elaborate from there. Turn that subject matter into a conversation for about 5-10 minutes and you will ease your way into the presentation. As a salesperson, you will know that the more the prospect talks, the more selling points they are providing to you so you can have a stronger presentation and stronger close in the end.
I hope this helps a little.
- 19,638
Do you work the FE market?
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