business tip #5 developing a sales system from strategic landscaper

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Business Tip #5

Business Tip #5- Developing A Sales System

Developing A Sales System

StrategicLandscaper.Com

Presented by: Matt Hudson

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Part 5- Developing A Sales System

Purpose: To Highlight Sales Tactics That You

Can Use To Create Your Personalized Sales System

Business Tip #5- Developing A Sales System StrategicLandscaper.Com

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What Is A Successful Sale?


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What Is A Successful Sale?A WIN – WIN Transaction


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• Contractor Receives Fair Profit For Efforts


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• Contractor Receives Fair Profit For Efforts• Customer Receives The Most Value For

Investment


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You Must Have A Detailed, Thought Out & Tested Sales

System


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System• Leave Nothing To Chance


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System• Leave Nothing To Chance• Give Yourself Every Opportunity To Make A

Successful Sale


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System• Leave Nothing To Chance• Give Yourself Every Opportunity To Make A

Successful Sale• Be Yourself, Your System Is Right For You


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Sales Tactics To Consider


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Know Your MarketCommercialResidentialHigh End Low Bid


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Understand The Buying

Cycle For Your Product or

ServiceBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com

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Short Buying Cycle

Consultation, Proposal, Contract All On Same

DayBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com

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Long Buying CycleDesign – Build Projects

Multiple BidsHigh Value Contracts

Groups & AssociationsBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com

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Phases of A Sales System


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Phases of A Sales System1. First Point of Contact


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Phases of A Sales System1. First Point of Contact2. Initial Consultation


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Phases of A Sales System1. First Point of Contact2. Initial Consultation3. Follow Up Contact


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Phases of A Sales System1. First Point of Contact2. Initial Consultation3. Follow Up Contact4. Proposal / Presentation


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Phases of A Sales System1. First Point of Contact2. Initial Consultation3. Follow Up Contact4. Proposal / Presentation5. Follow Up


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1. First Point of Contact


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1. First Point of ContactInitial Phone Call / Discussion


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Ask General Questions About Project


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Ask General Questions About ProjectGather Contact Information


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Ask General Questions About ProjectGather Contact Information

Start Building Rapport


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2. Initial Consultation


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2. Initial ConsultationAt Your Office if Possible


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Be On Time, Be Late on Purpose


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Be On Time, Be Late on PurposeBiz Card, Brochure, Portfolio, Samples


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LISTEN!!!!


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LISTEN!!!!Educate / Qualify Yourself


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2. Initial ConsultationAsk Specific & Open Ended Questions


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Who Is Bidding This Job?


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Who Is Bidding This Job?Is It Lowest Bid?


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Desired Completion Date?


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Desired Completion Date?As Many Details As Possible


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2. Initial ConsultationTalk Numbers*


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Do You Have A Budget?


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Do You Have A Budget? If No, Then Throw Out Numbers?


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Find Out What Number Scares Them


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Find Out What Number Scares Them*Know Your Client


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2. Initial ConsultationSales Secret:


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2. Initial ConsultationSales Secret:

The Person Who Is Talking The Most Thinks They Are In Control, But They Are Not. Ask Lots

of Questions and Listen. You Will Learn Everything You Need To Know To Make A

Successful Sale. Business Tip #5- Developing A Sales System StrategicLandscaper.Com

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2. Initial ConsultationIdentify Their Personality Traits

DISC ProfileOther Personality Profile SystemsIdentify How They Communicate


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2. Initial ConsultationCharge For Professional Services

Design TimeProject Management

This Positions You As An Expert


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Establish Expectations For Next

Steps

Timeline for Proposal, Design, Next

Meeting


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3. Follow Up ContactSend a Follow Up Email Confirming

Timeline, Details, Thanking Them, Etc.

Be RealBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com

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4. Proposal - Presentation


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4. Proposal - PresentationTimely Response

Emailedvs

In Person Business Tip #5- Developing A Sales System StrategicLandscaper.Com

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4. Proposal - PresentationEmailed Proposal


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Low Value Contracts, Simple Projects


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Low Value Contracts, Simple ProjectsHigh Quality PDF Proposal


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Images, Descriptions, Processes, Timelines, Warranties


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The More Information The Better


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The More Information The BetterSeparate Yourself From The Competition


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4. Proposal - PresentationIn Person Presentations


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High Value Contracts


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High Value ContractsIn Your Office If Possible


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Sit Down At A Table


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Sit Down At A TableAccept Water If They Offer


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Start With A Printed Project Summary

Statement :


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Start With A Printed Project Summary

Statement :

• Reconfirming Their Requests & Goals For ProjectBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com

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Start With A Printed Project Summary Statement :

• Reconfirming Their Requests & Goals For Project• Get Them Saying Yes


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• Make Them Feel In Control


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• Make Them Feel In Control• Making It Easier To Say Yes, It’s Their Ideas


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Personality Profile PresentationPresent the proposal to them based on their personality

type and preferences. Mirror their style.


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Pace Your Presentation


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Pace Your PresentationUse Props, Pictures, Examples of Past Projects


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Pace Your PresentationUse Props, Pictures, Examples of Past Projects

Get Confirmation of Proposal Before Price


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Present Price, Warranties & Payment Options


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Stop Talking, Wait & Listen


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Stop Talking, Wait & ListenIdentify Any Resistance / Objection


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Stop Talking, Wait & ListenIdentify Any Resistance / Objection

Handle Objections ImmediatelyBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com

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Ask For Sale


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Ask For SaleBe Prepared To Negotiate


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Consider Lifetime Value of a Customer


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Consider Lifetime Value of a CustomerKnow Your Walk Away Number

(estimating)Business Tip #5- Developing A Sales System StrategicLandscaper.Com

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Sign Contract Immediately, Get Deposit


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Sign Contract Immediately, Get DepositAfter Sale, Establish Next Steps


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Sign Contract Immediately, Get DepositAfter Sale, Establish Next StepsIf No Sale, Establish Next Steps


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5. Sales Call Follow Up


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5. Sales Call Follow UpFollow Up Same Day, No More Than 24

Hours, With Any Promised Follow Up Details


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5. Sales Call Follow UpFollow Up Same Day, No More Than 24

Hours, With Any Promised Follow Up Details

If No Sale, Follow Up Till Sale, No or DeathBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com

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Sales System Action Steps:


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Sales System Action Steps: 1. Know Your Target Market


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2. Create A System That Works For You


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2. Create A System That Works For You3. Track Your Results


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2. Create A System That Works For You3. Track Your Results4. Adjust Accordingly


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Be On The Lookout For: Part 6- Business

Management


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We Would Love To Hear From You:Send Us An Email

Feedback ● Questions ● Anything

[email protected] Our Conversation


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