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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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Part 5- Developing A Sales System
What Is A Successful Sale?
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
What Is A Successful Sale?A WIN – WIN Transaction
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
What Is A Successful Sale?A WIN – WIN Transaction
• Contractor Receives Fair Profit For Efforts
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
What Is A Successful Sale?A WIN – WIN Transaction
• Contractor Receives Fair Profit For Efforts• Customer Receives The Most Value For
Investment
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
You Must Have A Detailed, Thought Out & Tested Sales
System
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
You Must Have A Detailed, Thought Out & Tested Sales
System• Leave Nothing To Chance
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
You Must Have A Detailed, Thought Out & Tested Sales
System• Leave Nothing To Chance• Give Yourself Every Opportunity To Make A
Successful Sale
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
You Must Have A Detailed, Thought Out & Tested Sales
System• Leave Nothing To Chance• Give Yourself Every Opportunity To Make A
Successful Sale• Be Yourself, Your System Is Right For You
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Sales Tactics To Consider
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Know Your MarketCommercialResidentialHigh End Low Bid
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Understand The Buying
Cycle For Your Product or
ServiceBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Short Buying Cycle
Consultation, Proposal, Contract All On Same
DayBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Long Buying CycleDesign – Build Projects
Multiple BidsHigh Value Contracts
Groups & AssociationsBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Phases of A Sales System
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Phases of A Sales System1. First Point of Contact
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Phases of A Sales System1. First Point of Contact2. Initial Consultation
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Phases of A Sales System1. First Point of Contact2. Initial Consultation3. Follow Up Contact
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Phases of A Sales System1. First Point of Contact2. Initial Consultation3. Follow Up Contact4. Proposal / Presentation
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Phases of A Sales System1. First Point of Contact2. Initial Consultation3. Follow Up Contact4. Proposal / Presentation5. Follow Up
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
1. First Point of Contact
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
1. First Point of ContactInitial Phone Call / Discussion
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
1. First Point of ContactInitial Phone Call / Discussion
Ask General Questions About Project
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
1. First Point of ContactInitial Phone Call / Discussion
Ask General Questions About ProjectGather Contact Information
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
1. First Point of ContactInitial Phone Call / Discussion
Ask General Questions About ProjectGather Contact Information
Start Building Rapport
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial Consultation
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAt Your Office if Possible
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAt Your Office if Possible
Be On Time, Be Late on Purpose
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAt Your Office if Possible
Be On Time, Be Late on PurposeBiz Card, Brochure, Portfolio, Samples
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAt Your Office if Possible
Be On Time, Be Late on PurposeBiz Card, Brochure, Portfolio, Samples
LISTEN!!!!
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAt Your Office if Possible
Be On Time, Be Late on PurposeBiz Card, Brochure, Portfolio, Samples
LISTEN!!!!Educate / Qualify Yourself
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAsk Specific & Open Ended Questions
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAsk Specific & Open Ended Questions
Who Is Bidding This Job?
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAsk Specific & Open Ended Questions
Who Is Bidding This Job?Is It Lowest Bid?
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAsk Specific & Open Ended Questions
Who Is Bidding This Job?Is It Lowest Bid?
Desired Completion Date?
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationAsk Specific & Open Ended Questions
Who Is Bidding This Job?Is It Lowest Bid?
Desired Completion Date?As Many Details As Possible
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial Consultation
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationTalk Numbers*
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationTalk Numbers*
Do You Have A Budget?
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationTalk Numbers*
Do You Have A Budget? If No, Then Throw Out Numbers?
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationTalk Numbers*
Do You Have A Budget? If No, Then Throw Out Numbers?
Find Out What Number Scares Them
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationTalk Numbers*
Do You Have A Budget? If No, Then Throw Out Numbers?
Find Out What Number Scares Them*Know Your Client
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationSales Secret:
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
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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Part 5- Developing A Sales System
2. Initial ConsultationIdentify Their Personality Traits
DISC ProfileOther Personality Profile SystemsIdentify How They Communicate
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial ConsultationCharge For Professional Services
Design TimeProject Management
This Positions You As An Expert
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
2. Initial Consultation
Establish Expectations For Next
Steps
Timeline for Proposal, Design, Next
Meeting
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
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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Part 5- Developing A Sales System
4. Proposal - Presentation
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationTimely Response
Emailedvs
In Person Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationEmailed Proposal
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationEmailed Proposal
Low Value Contracts, Simple Projects
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationEmailed Proposal
Low Value Contracts, Simple ProjectsHigh Quality PDF Proposal
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationEmailed Proposal
Low Value Contracts, Simple ProjectsHigh Quality PDF Proposal
Images, Descriptions, Processes, Timelines, Warranties
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationEmailed Proposal
Low Value Contracts, Simple ProjectsHigh Quality PDF Proposal
Images, Descriptions, Processes, Timelines, Warranties
The More Information The Better
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationEmailed Proposal
Low Value Contracts, Simple ProjectsHigh Quality PDF Proposal
Images, Descriptions, Processes, Timelines, Warranties
The More Information The BetterSeparate Yourself From The Competition
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
High Value Contracts
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
High Value ContractsIn Your Office If Possible
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
High Value ContractsIn Your Office If Possible
Sit Down At A Table
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
High Value ContractsIn Your Office If Possible
Sit Down At A TableAccept Water If They Offer
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Start With A Printed Project Summary
Statement :
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
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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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Start With A Printed Project Summary Statement :
• Reconfirming Their Requests & Goals For Project• Get Them Saying Yes
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Start With A Printed Project Summary Statement :
• Reconfirming Their Requests & Goals For Project• Get Them Saying Yes
• Make Them Feel In Control
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Start With A Printed Project Summary Statement :
• Reconfirming Their Requests & Goals For Project• Get Them Saying Yes
• Make Them Feel In Control• Making It Easier To Say Yes, It’s Their Ideas
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Personality Profile PresentationPresent the proposal to them based on their personality
type and preferences. Mirror their style.
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Pace Your Presentation
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Pace Your PresentationUse Props, Pictures, Examples of Past Projects
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Pace Your PresentationUse Props, Pictures, Examples of Past Projects
Get Confirmation of Proposal Before Price
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Present Price, Warranties & Payment Options
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Present Price, Warranties & Payment Options
Stop Talking, Wait & Listen
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Present Price, Warranties & Payment Options
Stop Talking, Wait & ListenIdentify Any Resistance / Objection
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Present Price, Warranties & Payment Options
Stop Talking, Wait & ListenIdentify Any Resistance / Objection
Handle Objections ImmediatelyBusiness Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Ask For Sale
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Ask For SaleBe Prepared To Negotiate
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Ask For SaleBe Prepared To Negotiate
Consider Lifetime Value of a Customer
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Ask For SaleBe Prepared To Negotiate
Consider Lifetime Value of a CustomerKnow Your Walk Away Number
(estimating)Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Sign Contract Immediately, Get Deposit
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Sign Contract Immediately, Get DepositAfter Sale, Establish Next Steps
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
4. Proposal - PresentationIn Person Presentations
Sign Contract Immediately, Get DepositAfter Sale, Establish Next StepsIf No Sale, Establish Next Steps
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
5. Sales Call Follow Up
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
5. Sales Call Follow UpFollow Up Same Day, No More Than 24
Hours, With Any Promised Follow Up Details
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
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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Part 5- Developing A Sales System
Sales System Action Steps:
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Part 5- Developing A Sales System
Sales System Action Steps: 1. Know Your Target Market
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Sales System Action Steps: 1. Know Your Target Market
2. Create A System That Works For You
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Sales System Action Steps: 1. Know Your Target Market
2. Create A System That Works For You3. Track Your Results
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Part 5- Developing A Sales System
Sales System Action Steps: 1. Know Your Target Market
2. Create A System That Works For You3. Track Your Results4. Adjust Accordingly
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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Be On The Lookout For: Part 6- Business
Management
Business Tip #5- Developing A Sales System StrategicLandscaper.Com
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We Would Love To Hear From You:Send Us An Email
Feedback ● Questions ● Anything
[email protected] Our Conversation
Business Tip #5- Developing A Sales System StrategicLandscaper.Com