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How do I do warmup properly?

by socialentry
3 replies
Hey there,

I would just like to know what you do during the warmup?

I usually eskew it because I just don't do it very well. If I do it, I can have a really good conversation with someone, but it usually has little direction and so it goes all over the place.

During qualification, I'll try not to act unsympathic fashion,mimic them and throw in a joke or two but that's about the extent that I'll go.

I've never seen anyone really do it except in finance but it was a very very very long sales process. It

So I was just wondering what was everyone's routine and if you had any tips? How long do you warm someone up usually?
#properly #warmup
  • Profile picture of the author ewenmack
    Ken has talked about this in another thread.

    He recognizes there are 2 approaches,
    those that warmup up and those that don't.

    I'm one that doesn't.

    I know what I have, they already buy a similar product from another supplier,
    so I go straight in to see if it makes sense to be talking further.

    That's how I open up the conversation.

    Example: I'm entering into chemical cleaning products
    first to my client base.. I'll be starting the convo like this...

    "Gary, calling to see if it will make sense for the two of us
    to talk further about getting you a better deal on your
    cleaning chemicals".

    Best,
    Ewen
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    • Profile picture of the author Joe Stewart
      Originally Posted by ewenmack View Post

      Ken has talked about this in another thread.

      He recognizes there are 2 approaches,
      those that warmup up and those that don't.

      I'm one that doesn't.

      I know what I have, they already buy a similar product from another supplier,
      so I go straight in to see if it makes sense to be talking further.

      That's how I open up the conversation.

      Example: I'm entering into chemical cleaning products
      first to my client base.. I'll be starting the convo like this...

      "Gary, calling to see if it will make sense for the two of us
      to talk further about getting you a better deal on your
      cleaning chemicals".

      Best,
      Ewen

      On the other hand...lol

      I like to warmup. I do it because I'm looking for a long term relationship and I'm trying to set the tone right out of the gate. I can sometimes even get them laughing in just a few short sentences and that drops their defenses quite a bit.

      I simply tell them exactly who I am, exactly what I do, exactly how I can help them and tell them that I have 3 quick sales items. If they can spare me one minute I promise to be brief and out of their way. Fair enough?

      I get an occasional objection, but it's rare.

      I suggest you try both and see which is most comfortable and effective for your personality.

      HTH
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    • Profile picture of the author jamesfreddyc
      Originally Posted by ewenmack View Post

      "Gary, calling to see if it will make sense for the two of us
      to talk further about getting you a better deal on your cleaning chemicals".
      I have noticed that this seems to be the better approach for me when calling into busy office environments. The staff typically are bustling about and there just isn't time for cutsies and such -- they prefer people get to the point about things.
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