Timeshare Sales Techniques - Warm Up

Warm up is all make friends with your customers. Nobody will buy the game if you did not like and trust you. This means that you have to spend some time getting to know your customers personally and let them know about yourself before you can enter in the all important fact-finding. Your assessment of the facts is the foundation on which it stands, the sale, but you have to earn the right to move to fact finding. This is done during the heating period, when new best friend becomes your customer.

I'm often asked "how long the warm up last period" And the answer I give is: "As long as it takes" no time set for the heating of a client. Each customer will be different. Some will be very open and easy to talk. This type of client can be heated in minutes and before you know you're laughing and joking as if we've known for years. Other clients are very reserved and take what they always seem to start to relax and open with you. What ever happens you should never enter into fact finding until the client is ready, other wise you're just wasting your time and would be better off in heating, enjoying coffee and even showing them the product.

A good indicator is the body language of your customers. At the first meeting, you will see that your customers are normally seated stiffly with their arms and legs crossed, the lady will probably have held onto her purse on her lap and could be slightly curved upwards and away from you. These are all defensive / protective positions body language. When you begin to see that the arms become explained, the shoulders begin to decline slightly and the lady puts her purse on the floor or on another chair. Then you know your customers are beginning to relax and feel at ease in your company.

Take control from the outset with the alternative choice closes like: "Would you like to sit in the sun or shade?" "Would you rather be a window or in a corner where it is more quiet?" People feel more comfortable when they are given a choice, but not too much choice. For example, do not ask them what they want you to drink all kinds of answers. Ask them if you want a hot drink or a cold drink, "Tea or coffee?" He does not realize that it is checking the answers and getting them used to making right choices from the word go. They see you as being very polite and well-organized and that will make them feel more at ease.

Once they sat down and ordered drinks back to relax your customers. People love talking about themselves and their accomplishments. Remember that your warm up should be 20% talk and 80% listening. Find a common interest, but people do not be tempted to talk about football and leaving his wife entirely out of the conversation or you will lose the sale before it even begins.

There are two types of heating, I call them, the bus stop heating and warm pubs. The stop warming is like two people at a bus stop making light conversation to pass the time, but do not really know each other and most of the conversation goes over their heads. The warm up is pub where you get to chat with someone in a pub and before you know it you are buying each other drinks, chatting about things that would never argue with a stranger, and the organization to meet again next week for a game of darts. If you do all your heat warming the pub is up, I guarantee that you will write other offers and much more fun while you're doing!

Now go out tonight and just enjoy talking to people and find out as much as we can about hobbies, interests and hobbies. Who knows, you might even make new friends .......