Wishes/Dreams: Lots of people will be driven by wishes or dreams. What are their wishes and dreams? If they could go back and meet their 12 year old self, would their 12 year old self approve of who they've become? Do they want to own the best or offer the best to their family. Do they want a better their life style?
Motivation: What motivates them in life? What motivated them to come to our presentation and what do they expect to learn while they are here?
Acknowledge everyone: It is critical that no one be left out. You never know who the decision maker is. Maybe the unassuming mother is the person who pays for their holidays. Never assume that anyone in the group is less important than anyone else. Remember everyone’s name, especially the children.
Proper seating: Always place yourself next to the person of your own gender. You never know how jealous your guests may be. The last thing you want to create is a scenario in where they are focusing on something other than the presentation we are giving.
Let the guests talk about themselves: No one is ever bored when they are doing the talking. Allow your guest to open up about where they go on holiday, what activities they like and above all, what motivates them to go.
In conclusion, a warm up is not a discovery. Often when salespeople are in a slump and desperate for sales, they begin asking discovery questions and even interrogating their clients in the warm up. They say this is done to “See if they have anything”, but it only raises tension and stops the trust building process. In a warm up, your goal is to make a friend not to qualify them. After all, how can you successfully answer questions before you've discovered what's important to them. Always remember that No One Cares How Much You Know, Until They Know How Much You Care!
Characteristics of a sale:
Enthusiasm = 51%
Empathy and Understanding = 20%
Manners and charm = 10%
Fun = 15%
Product knowledge = 4%