ctions to different scenarios. For instance, in an interior decorating business, your client could ask you for a cost on redoing just one area of the house. Or when you make the presentation, they might ask you what it would cost for a design package for the whole house. When I think about the pitch, I keep in mind different scenarios that could develop and prepare to deal with them. This way I am able to pre-empt any uncomfortable questions as well.

- With a walkthrough, I am also able to factor in various costs like the number of phone calls and the expenses incurred on driving up to meet the client and the cost of delivering a product into my total cost and see if this client and their project is financially feasible for my bu

Recently I caught up with Carol, an good friend of mine. After exchanging all the news, we got talking about our careers. Carol told me she had started a new business as an interior designer. She had been working with one of the top interior designing firms in the country but decided to branch out on her own because it offered more creative satisfaction. Her company sold interior design packages to home owners looking for home improvement on a budget. Though she had a sizeable customer base, there was always room for more, as with any other business. During the course of conversation, she mentioned that selling a package to a client was the thing that gave her instant ulcers…selling was not her thing. She also talked about how it was difficult to figure out if each sale was contributing enough towards profits. I offered advice as the serial entrepreneur that I am.

“Carol, its great to know you’ve started out on your own. Being an entrepreneur is one of the best jobs around. I understand your concerns and your dilemma that selling is important but not for everyone. However, as you said yourself you can’t do without it. So let’s find a way to make it easier for you to start a sales pitch and close the deal.” I said.

“That would be great, Marilyn. I know you’ve started a lot of businesses and know something about this. So how do we start?” she said. “I first want to know what you do before you start planning a new sale meeting with a client.” I asked her. “Well, I usually call them up to set a time for a meeting and take a look at the house. Then I go back draw up a package, call them again to discuss it. Once I get a confirmed time for a meeting, I present the package” she answered.

“So where is the difficulty?” I asked her. “I feel a little uneasy pitching the package to the client because I am not sure if I can answer all their questions right away and that could cost me a sale” she said.

“Alright, Carol, I can see what is going on here. You basically don’t feel fully prepared for the sales meeting. That’s not unique to your case. Let me tell you about my ‘Mental Walkthrough’ strategy. You know, I am not a very ‘salesy’ person either but being in different businesses all these years has taught me the importance of selling and the value of preparing for it. I prepare for a sales meeting by mentally walking through all the steps of the sale process. That helps me in several ways: - It gives me an idea of how I would begin the meeting. Taking the lead in a pitch improves your chances of closing the deal favorably and gives your client the impression that you are eager to help them out.

- It helps me work out how I would start the talk and what would I talk about. I don’t want to leave out any key details about my products or services the first time I speak with the client. So thinking about this step in advance helps me crystallize my thoughts.

- A mental walkthrough also helps me plan my reactions to different scenarios. For instance, in an interior decorating business, your client could ask you for a cost on redoing just one area of the house. Or when you make the presentation, they might ask you what it would cost for a design package for the whole house. When I think about the pitch, I keep in mind different scenarios that could develop and prepare to deal with them. This way I am able to pre-empt any uncomfortable questions as well.

- With a walkthrough, I am also able to factor in various costs like the number of phone calls and the expenses incurred on driving up to meet the client and the cost of delivering a product into my total cost and see if this client and their project is financially feasible for my bu

ifficult to figure out if each sale was contributing enough towards profits. I offered advice as the serial entrepreneur that I am.

“Carol, its great to know you’ve started out on your own. Being an entrepreneur is one of the best jobs around. I understand your concerns and your dilemma that selling is important but not for everyone. However, as you said yourself you can’t do without it. So let’s find a way to make it easier for you to start a sales pitch and close the deal.” I said.

“That would be great, Marilyn. I know you’ve started a lot of businesses and know something about this. So how do we start?” she said. “I first want to know what you do before you start planning a new sale meeting with a client.” I asked her. “Well, I usually call them up to set a time for a meeting and take a look at the house. Then I go back draw up a package, call them again to discuss it. Once I get a confirmed time for a meeting, I present the package” she answered.

“So where is the difficulty?” I asked her. “I feel a little uneasy pitching the package to the client because I am not sure if I can answer all their questions right away and that could cost me a sale” she said.

“Alright, Carol, I can see what is going on here. You basically don’t feel fully prepared for the sales meeting. That’s not unique to your case. Let me tell you about my ‘Mental Walkthrough’ strategy. You know, I am not a very ‘salesy’ person either but being in different businesses all these years has taught me the importance of selling and the value of preparing for it. I prepare for a sales meeting by mentally walking through all the steps of the sale process. That helps me in several ways: - It gives me an idea of how I would begin the meeting. Taking the lead in a pitch improves your chances of closing the deal favorably and gives your client the impression that you are eager to help them out.

- It helps me work out how I would start the talk and what would I talk about. I don’t want to leave out any key details about my products or services the first time I speak with the client. So thinking about this step in advance helps me crystallize my thoughts.

- A mental walkthrough also helps me plan my reactions to different scenarios. For instance, in an interior decorating business, your client could ask you for a cost on redoing just one area of the house. Or when you make the presentation, they might ask you what it would cost for a design package for the whole house. When I think about the pitch, I keep in mind different scenarios that could develop and prepare to deal with them. This way I am able to pre-empt any uncomfortable questions as well.

- With a walkthrough, I am also able to factor in various costs like the number of phone calls and the expenses incurred on driving up to meet the client and the cost of delivering a product into my total cost and see if this client and their project is financially feasible for my bu

Well, I usually call them up to set a time for a meeting and take a look at the house. Then I go back draw up a package, call them again to discuss it. Once I get a confirmed time for a meeting, I present the package” she answered.

“So where is the difficulty?” I asked her. “I feel a little uneasy pitching the package to the client because I am not sure if I can answer all their questions right away and that could cost me a sale” she said.

“Alright, Carol, I can see what is going on here. You basically don’t feel fully prepared for the sales meeting. That’s not unique to your case. Let me tell you about my ‘Mental Walkthrough’ strategy. You know, I am not a very ‘salesy’ person either but being in different businesses all these years has taught me the importance of selling and the value of preparing for it. I prepare for a sales meeting by mentally walking through all the steps of the sale process. That helps me in several ways: - It gives me an idea of how I would begin the meeting. Taking the lead in a pitch improves your chances of closing the deal favorably and gives your client the impression that you are eager to help them out.

- It helps me work out how I would start the talk and what would I talk about. I don’t want to leave out any key details about my products or services the first time I speak with the client. So thinking about this step in advance helps me crystallize my thoughts.

- A mental walkthrough also helps me plan my reactions to different scenarios. For instance, in an interior decorating business, your client could ask you for a cost on redoing just one area of the house. Or when you make the presentation, they might ask you what it would cost for a design package for the whole house. When I think about the pitch, I keep in mind different scenarios that could develop and prepare to deal with them. This way I am able to pre-empt any uncomfortable questions as well.

- With a walkthrough, I am also able to factor in various costs like the number of phone calls and the expenses incurred on driving up to meet the client and the cost of delivering a product into my total cost and see if this client and their project is financially feasible for my bu

hese years has taught me the importance of selling and the value of preparing for it. I prepare for a sales meeting by mentally walking through all the steps of the sale process. That helps me in several ways: - It gives me an idea of how I would begin the meeting. Taking the lead in a pitch improves your chances of closing the deal favorably and gives your client the impression that you are eager to help them out.

- It helps me work out how I would start the talk and what would I talk about. I don’t want to leave out any key details about my products or services the first time I speak with the client. So thinking about this step in advance helps me crystallize my thoughts.

- A mental walkthrough also helps me plan my reactions to different scenarios. For instance, in an interior decorating business, your client could ask you for a cost on redoing just one area of the house. Or when you make the presentation, they might ask you what it would cost for a design package for the whole house. When I think about the pitch, I keep in mind different scenarios that could develop and prepare to deal with them. This way I am able to pre-empt any uncomfortable questions as well.

- With a walkthrough, I am also able to factor in various costs like the number of phone calls and the expenses incurred on driving up to meet the client and the cost of delivering a product into my total cost and see if this client and their project is financially feasible for my bu

ctions to different scenarios. For instance, in an interior decorating business, your client could ask you for a cost on redoing just one area of the house. Or when you make the presentation, they might ask you what it would cost for a design package for the whole house. When I think about the pitch, I keep in mind different scenarios that could develop and prepare to deal with them. This way I am able to pre-empt any uncomfortable questions as well.

- With a walkthrough, I am also able to factor in various costs like the number of phone calls and the expenses incurred on driving up to meet the client and the cost of delivering a product into my total cost and see if this client and their project is financially feasible for my business.

Making a sales pitch means you plan the whole process in advance. Of course, you cannot plan your clients’ reactions but you can make a good guess and prepare how to deal with them. A mental walkthrough of a sale is a critical step in good selling because it not only streamlines your selling process but also helps you keep a check on your cost of sales.” I added.

“Marilyn, I can’t tell you what a great help you’ve been, I am so glad we had this chance meeting. Now I can simplify my selling process and you know what? I already feel more comfortable with the idea of selling,” Carol said.

A seemingly small exercise like a walkthrough can help you build a great relationship with a customer. That in turn will increase the possibility of a repeat sale or a referral. So the next time you have to start a sale, spend some time to go through each step mentally. It will be time well spent.