Business tip #5 Developing a Sales System from Strategic Landscaper

Business Tip #5
1Business Tip #5- Developing A Sales System
Developing A Sales System
StrategicLandscaper.Com
Presented by: Matt Hudson

Part 5- Developing A Sales System
2
Purpose:
To Highlight Sales Tactics That You Can
Use To Create Your
Personalized Sales System
Business Tip #5- Developing A Sales System StrategicLandscaper.Com

3
What Is A Successful Sale?

4
A WIN – WIN Transaction

5
• Contractor Receives Fair Profit For Efforts

6
• Contractor Receives Fair Profit For Efforts
• Customer Receives The Most Value For
Investment

7
You Must Have A Detailed, Thought
Out & Tested Sales System

8
• Leave Nothing To Chance

9
• Give Yourself Every Opportunity To Make A
Successful Sale

10
• Give Yourself Every Opportunity To Make A
Successful Sale
• Be Yourself, Your System Is Right For You

11
Sales Tactics To Consider

12
Know Your Market
Commercial
Residential
High End
Low Bid

13
Understand The Buying Cycle
For Your Product or Service

14
Short Buying Cycle
Consultation, Proposal, Contract All On Same Day

15
Long Buying Cycle
Design – Build Projects
Multiple Bids
High Value Contracts
Groups & Associations

16
Phases of A Sales System

17
1. First Point of Contact

18
2. Initial Consultation

19
3. Follow Up Contact

20
4. Proposal / Presentation

21
4. Proposal / Presentation
5. Follow Up

22

23
Initial Phone Call / Discussion

24
Ask General Questions About Project

25
Gather Contact Information

26
Gather Contact Information
Start Building Rapport

27

28
At Your Office if Possible

29
Be On Time, Be Late on Purpose

30
Biz Card, Brochure, Portfolio, Samples

31
LISTEN!!!!

32
LISTEN!!!!
Educate / Qualify Yourself

33
Ask Specific & Open Ended Questions

34
Who Is Bidding This Job?

35
Is It Lowest Bid?

36
Is It Lowest Bid?
Desired Completion Date?

37
Is It Lowest Bid?
Desired Completion Date?
As Many Details As Possible

38

39
Talk Numbers*

40
Talk Numbers*
Do You Have A Budget?

41
Talk Numbers*
If No, Then Throw Out Numbers?

42
Talk Numbers*
Find Out What Number Scares Them

43
Talk Numbers*
Find Out What Number Scares Them
*Know Your Client

44
Sales Secret:

45
Sales 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.

46
Identify Their Personality Traits
DISC Profile
Other Personality Profile Systems
Identify How They Communicate

47
Charge For Professional Services
Design Time
Project Management
This Positions You As An Expert

48
Establish Expectations For Next Steps
Timeline for Proposal, Design, Next Meeting

49
Send a Follow Up Email Confirming Timeline,
Details, Thanking Them, Etc.
Be Real

50
4. Proposal - Presentation

51
Timely Response
Emailed
vs
In Person

52
Emailed Proposal

53
Emailed Proposal
Low Value Contracts, Simple Projects

54
Emailed Proposal
High Quality PDF Proposal

55
Emailed Proposal
Images, Descriptions, Processes, Timelines, Warranties

56
Emailed Proposal
The More Information The Better

57
Emailed Proposal
The More Information The Better
Separate Yourself From The Competition

58
In Person Presentations

59

60
In Your Office If Possible

61
Sit Down At A Table

62
Sit Down At A Table
Accept Water If They Offer

63
Start With A Printed Project Summary Statement :

64
• Reconfirming Their Requests & Goals For Project

65
• Get Them Saying Yes

66
• Make Them Feel In Control

67
• Make Them Feel In Control
• Making It Easier To Say Yes, It’s Their Ideas

68
Personality Profile Presentation
Present the proposal to them based on their personality type
and preferences. Mirror their style.

69

70
Pace Your Presentation

71
Use Props, Pictures, Examples of Past Projects

72
Use Props, Pictures, Examples of Past Projects
Get Confirmation of Proposal Before Price

73

74
Present Price, Warranties & Payment Options

75
Stop Talking, Wait & Listen

76
Identify Any Resistance / Objection

77
Identify Any Resistance / Objection
Handle Objections Immediately

78

79
Ask For Sale

80
Ask For Sale
Be Prepared To Negotiate

81
Ask For Sale
Consider Lifetime Value of a Customer

82
Ask For Sale
Consider Lifetime Value of a Customer
Know Your Walk Away Number (estimating)

83

84
Sign Contract Immediately, Get Deposit

85
After Sale, Establish Next Steps

86
After Sale, Establish Next Steps
If No Sale, Establish Next Steps

87
5. Sales Call Follow Up

88
Follow Up Same Day, No More Than 24 Hours,
With Any Promised Follow Up Details

89
Follow Up Same Day, No More Than 24 Hours,
With Any Promised Follow Up Details
If No Sale, Follow Up Till Sale, No or Death

90
Sales System Action Steps:

91
1. Know Your Target Market

92
2. Create A System That Works For You

93
3. Track Your Results

94
3. Track Your Results
4. Adjust Accordingly

Be On The Lookout For:
Part 6- Business Management
95Business Tip #5- Developing A Sales System StrategicLandscaper.Com

We Would Love To Hear From You:
96
Send Us An Email
Feedback ● Questions ● Anything
Matt@StrategicLandscaper.com
Join Our Conversation

Business tip #5 Developing a Sales System from Strategic Landscaper

Empfohlen

Empfohlen

Weitere ähnliche Inhalte

Was ist angesagt?

Was ist angesagt? (20)

Ähnlich wie Business tip #5 Developing a Sales System from Strategic Landscaper

Ähnlich wie Business tip #5 Developing a Sales System from Strategic Landscaper (20)

Mehr von Strategic Landscaper

Mehr von Strategic Landscaper (11)

Kürzlich hochgeladen

Kürzlich hochgeladen (20)

Business tip #5 Developing a Sales System from Strategic Landscaper