Would you put steaks and burgers on the grill before it was hot? Would a pitcher throw as hard as he could without first throwing some long-toss and then pitching 20-30 slower pitches? Would a runner sprint without stretching? If you were in a cold climate in the middle of winter and your car was parked outside overnight, would you shift into drive without letting the engine warm first? If the concept of warming up makes perfect sense, then why in the world would salespeople do this?
Today I coached a salesperson who, despite his hard work at developing consultative selling skills, could not understand why prospects didn't want to talk with him? Watch this short video for an explanation of what he was doing wrong, and what to do instead.
It's all about warming up the prospect before you can have the conversation you really want to have. My new eBook might help. It has 63 great tips for selling face to face, on the phone, and for managing salespeople. You can download it free right here.