{"id":5300,"date":"2020-01-07T06:00:45","date_gmt":"2020-01-07T04:00:45","guid":{"rendered":"https:\/\/www.jimdo.com/blog\/?p=5300"},"modified":"2020-10-02T09:02:37","modified_gmt":"2020-10-02T07:02:37","slug":"preparing-sales-talk","status":"publish","type":"post","link":"https:\/\/www.jimdo.com/blog\/preparing-sales-talk\/","title":{"rendered":"4 Things to Prepare Before a Sales Talk"},"content":{"rendered":"<p><span style=\"font-weight: 400;\">You ask for a cappuccino. The barista tells you the price. You pay. You get your coffee. Where is the problem with that?&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">There is no problem. It\u2019s exactly how it\u2019s supposed to go.&nbsp;&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">So why does it feel so different when you switch roles? What makes selling your own products or services feel sleazy or awkward?<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this article we will look at 4 ways to prepare for a sales talk:&nbsp;<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Review the standard questions and answers<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Prepare a rough quote<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Analyze your competitors<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Know when to say no<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Over time these things will become familiar enough that you hardly need to think about them. But when you just start out, good preparation is a major help.&nbsp;<\/span><\/p>\n<h2><strong>1. Go through the standard questions and answers<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Even before the sales talk you know some basic questions will come up. There are some <\/span><a href=\"https:\/\/www.jimdo.com/blog\/business-website-answers\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">things every customer wants to know<\/span><\/a><span style=\"font-weight: 400;\">. This is usually basic information to you as an expert, but customers might not know how it works.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Review the basic questions before your talk. If you can\u2019t answer them, think of what you would need to give the answer.<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Is what I want possible?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">When can I have it?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Are there are any risks?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What does it cost?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What exactly is included?<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">You can fine-tune these questions for your own business. The important thing is to go through the basics. If you want to go a step further you can publish your standard questions and answers on your website as an <\/span><a href=\"https:\/\/www.jimdo.com/blog\/how-to-write-an-faq-page-with-examples\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">FAQ<\/span><\/a><span style=\"font-weight: 400;\">. With any luck your customers will show up with the right preparation as well.&nbsp;<\/span><\/p>\n<h3><strong>Ask questions to make a good deal<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">Preparing a few questions of your own provides you with all the information you need. Think of it as you and the customer making a briefing together. You will learn what to base your offer on and can show your professional approach to the customer.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Make the information as concrete as possible, so include information like materials, sizes, deadlines and special requirements.<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What do you need to get started on an assignment?&nbsp;<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Do customers know what they want?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What is essential and what is \u2018nice to have\u2019?&nbsp;<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">How precise is the image they have in mind?<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Is all the information you need available?&nbsp;<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">Getting to know the exact wishes of the customer helps you determine if you can offer that at a decent price. You won\u2019t have to worry about \u2018pushing the sale\u2019: your customer will recognize how you offer what they are looking for.&nbsp;<\/span><\/p>\n<h2><strong>2. Prepare a rough quote<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Before you go into a sales conversation start preparing your offer for the customer. Use whatever you know about the job to estimate the number of working hours. Then apply your <\/span><a href=\"https:\/\/www.jimdo.com/blog\/how-to-make-sure-you-charge-enough-for-freelance-work\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">hourly rates<\/span><\/a><span style=\"font-weight: 400;\"> so you can give the customer a rough quote.&nbsp;<\/span><\/p>\n<h3><strong>Present a clear price<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">Customers think about the finished product, not about the working hours. They prefer to hear a price for the full job instead an hourly rate. It\u2019s easier to understand and doesn\u2019t suggest that the price can still go up. Just make sure you agree on a number of working hours in these cases.<\/span><\/p>\n<h3><strong>Don\u2019t let the customer dictate prices<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">Sales talks get awkward if a customer tries to set the price for your services. Your own rough quote helps you recognize if the price a customer mentions is acceptable to you. If it is not, you can negotiate or decline the job.&nbsp;<\/span><\/p>\n<h2><strong>3. Analyze your competitors<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Your customer might be talking to several companies. Your sales talk is your moment to stand out and make the customer remember you.&nbsp;<\/span><\/p>\n<h3><strong>Make sure they hear your good qualities<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">Make sure the customer hears about all your good sides. It is those strong points that will make customers want to work with you. Why not open the conversation with \u201cWhat I do differently from others in my field is\u2026\u201d. You show confidence and you give the customer a solid reason to choose you.<\/span><\/p>\n<h3><strong>Sell your value instead of your product<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">What if it\u2019s between you or your competitor? Do you know what convinces the customer? See how you compare to your competition when it comes to price and quality.<\/span><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><b>Better price \/ quality ratio.<\/b><span style=\"font-weight: 400;\"> You could consider charging more. If you want to keep your current prices, it\u2019s good to know you don\u2019t need to go into negotiations if you don\u2019t want to.&nbsp;<\/span><\/li>\n<li style=\"font-weight: 400;\"><b>Worse price \/ quality ratio.<\/b><span style=\"font-weight: 400;\"> A potential customer might ask you to \u201cjustify\u201d your prices or might have a strong position in any negotiations over price.&nbsp;<\/span><\/li>\n<\/ul>\n<p><span style=\"font-weight: 400;\">The value of your product lies in the feeling it gives customers. They don\u2019t just buy your product, they also get more free time, more confidence or a feeling of security. In the sales talk try to recognize which value matters to the customer. It will help you convince customers and helps you make decisions while working with the customer.<\/span><\/p>\n<p>Here are more tips on how to <a href=\"https:\/\/www.jimdo.com/blog\/free-ways-to-analyze-competitors-website\/\" target=\"_blank\" rel=\"noopener noreferrer\">Analyze your Competitors&#8217; Websites &gt;&gt;&gt;<\/a><\/p>\n<h2><strong>4. Know when to say no<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Not every sales talk turns into a deal. Sometimes you only discuss options or recognize that your offer and the customer&#8217;s demand don\u2019t match. This happens all the time, so don\u2019t feel bad about it.<\/span><\/p>\n<h3><strong>List your dealbreakers<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">What customer demand would make you decline a job? Would you take this job if it has to be finished by the end of the week? Would you accept a job if the customer is not willing to review work in progress?&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">You want to sell your products or services, but a bad deal can drain time and energy. So when you prepare your offer make a mental note of what is non-negotiable for you.<\/span><\/p>\n<h3><strong>Decline under-rate offers<\/strong><\/h3>\n<p><span style=\"font-weight: 400;\">If you are unsure about sales talks, declining a job can feel like losing. But actually, declining a bad offer is good business. No need to feel bad about it. Instead of working far under your rate, your time is better spent finding the right customers who are willing to pay the right amount.&nbsp;&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">To avoid the awkwardness try attracting the right customers with a <\/span><a href=\"https:\/\/www.jimdo.com/blog\/pricing-page\/\" target=\"_blank\" rel=\"noopener noreferrer\"><span style=\"font-weight: 400;\">pricing page<\/span><\/a><span style=\"font-weight: 400;\"> on your website.<\/span><\/p>\n<h2><strong>Conclusion: Think like a seller, not a customer<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Has someone ever sold you a bad second-hand car? Or do you remember that overly-pushy sales rep? You don\u2019t want to be like that. But don\u2019t let your own bad customer experiences stop you from actually selling your products or services.&nbsp;<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Sales talks are not just for the Jerry Maguires, the Weasley twins or the Wolves of Wall Street. Natural talent helps, but the most essential for a confident sales talk is the combination of a good product and a good preparation.&nbsp;&nbsp;<\/span><\/p>\n\n\n<div class=\"wp-block-columns are-vertically-aligned-center post-cta has-white-background-color has-background is-layout-flex wp-container-core-columns-is-layout-0111f410 wp-block-columns-is-layout-flex\" style=\"padding-right:var(--wp--preset--spacing--50);padding-left:var(--wp--preset--spacing--50)\">\n<div class=\"wp-block-column is-vertically-aligned-center is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:66.66%\">\n<h4 class=\"wp-block-heading\">Bring your business online with Jimdo.<\/h4>\n<\/div>\n\n\n\n<div class=\"wp-block-column is-vertically-aligned-center is-layout-flow wp-block-column-is-layout-flow\" style=\"flex-basis:33.33%\">\n<div class=\"wp-block-group is-content-justification-right is-nowrap is-layout-flex wp-container-core-group-is-layout-17124a9a wp-block-group-is-layout-flex\">\n<div class=\"wp-block-button\"><a data-tracking=\"post_cta_create_website_signup\" class=\"wp-block-button__link\" href=\"https:\/\/register.jimdo.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">Start Now<\/a><\/div>\n<\/div>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Sales talks are a required skill for business owners. With the right preparation even beginners can feel confident and convince customers.<\/p>\n","protected":false},"author":2,"featured_media":5302,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[116],"tags":[117,121],"class_list":["post-5300","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business-tips","tag-marketing","tag-small-business"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.4 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>4 Things to Prepare Before a Sales Talk - Jimdo<\/title>\n<meta name=\"description\" content=\"Sales talks are a required skill for business owners. With the right preparation even beginners can feel confident and convince customers.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.jimdo.com/blog\/preparing-sales-talk\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"4 Things to Prepare Before a Sales Talk - Jimdo\" \/>\n<meta property=\"og:description\" content=\"Sales talks are a required skill for business owners. 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