Negotiating and Sales Skills Are Critical

Written by Tim Randle


Continued from page 1

Here's another example when asking about whether or notrepparttar seller would consider a carryback (financing it for you). I'd suggest actually trying this one out just to verifyrepparttar 105437 reality. If I ask a seller something like:

 Would you consider owner finance?  Would you do a carryback?  Would you carry paper on this?  etc., etc.

What do you think my responses will be? Yes, I know that we like to use our fancy terminology once we've mastered it. I'm probably as guilty as anyone in that regard. However, whatrepparttar 105438 above questions accomplish is forcingrepparttar 105439 seller into a corner. Either they have to admit they don't understand, and thus appear foolish, or simply say "no". Which do you think happens most often?

Comparerepparttar 105440 above questions with something like:

 Are you in a position where you could take payments?  Would it be possible for me to make payments for a while and pay off your loan later?

These questions almost always lead to a "yes" or a "tell me more" type response. You'll be amazed atrepparttar 105441 difference.

These are just two quick examples of howrepparttar 105442 phrases you choose can affect your results. Take a minute to consider how many questions you ask and how much information you attempt to extract from a seller in a single call. Knowing what to say and when to say it will improve your performance more than you can imagine.

I highly recommend picking up some books and/or taking some courses on sales and negotiating. Roger Dawson has great materials available on this web site... www.texasrealestateclub.com/courses.html#negotiating and you can visit his site at www.rdawson.com.

I'd also recommend reviewing our recommended book list for materials on sales and negotiating which can be found here... www.texasrealestateclub.com/booklist.html.

Grab some books by Tom Hopkins, Zig Ziglar, and other top sales and negotiators and beginrepparttar 105443 quest. I firmly believe no other action will make you as much money as fast as developing these skills and practicing them.

Regardless of your specific approach to your business, these skills will absolutely be used in every aspect of your life.

Sincerely, Tim Randle

www.TexasRealEstateClub.com

Tim Randle can be reached through his web site at www.TexasRealEstateClub.com.


Selling the Job, Learn the Basics: Landscape & Garden Business

Written by Tom Lanza


Continued from page 1

Proper advertising is part of a good marketing program and is always necessary for generating good leads. Check outrepparttar various options in you area. Compare rates, circulation, market coverage, etc. When you try something new be sure you track your results (ask people where they heard of you). Only advertise where your dollar works. Talk to others to see what works best for them. Wherever you decide to advertise, just be sure you do it. No business, landscape, garden, or otherwise grows without some form of promotion.

Contacts: This is almost more important than prospecting. Every business marketing plan requires contacts and networking. Many of your contacts will generate leads. Many contacts are leads (word of mouth recommendations). Join local business or social groups. Meetrepparttar 105436 peoplerepparttar 105437 count. Meetrepparttar 105438 people who want and need your landscape and garden services.

Qualification: Don't waste your time talking torepparttar 105439 wrong people. Make sure thatrepparttar 105440 person you are talking to isrepparttar 105441 decision maker,repparttar 105442 one who can say yes and signrepparttar 105443 contract. Also make sure that they genuinely need your landscape or garden service. We have all heard ofrepparttar 105444 salesperson who can sell ice cubes to Eskimos, but if he exits at all, I doubt he was in business for very long.

Objections: We have all heard objections inrepparttar 105445 course of our sales. You need to learn how to effectively handle objections and make them work for you. Write downrepparttar 105446 objections you have encountered. Think out positive rebuttals and learn them so well that inrepparttar 105447 field they are second nature. There are always new objections, so this one needs constant attention. Your selling and marketing efforts will be wasted unless you know how to convince your customer to say yes. That'srepparttar 105448 next phase of repparttar 105449 landscape sale - closingrepparttar 105450 deal.

Closing: This isrepparttar 105451 most important aspect of sales. Obtaining repparttar 105452 yes from your client. There are many routes leading torepparttar 105453 close, butrepparttar 105454 most important idea to remember is that you must ASK forrepparttar 105455 sale. Many salespeople leave this out and it isrepparttar 105456 reason for their downfall. Very few prospects will offer to buy your landscape and garden service (at least not on your terms), but most will say yes if asked properly and atrepparttar 105457 right time.

Closing is onerepparttar 105458 most important ideas ofrepparttar 105459 five basics presented here. It is so important that our next article will be on Closingrepparttar 105460 Landscape Sale. __________________________________________

Be sure to see these other "Sellingrepparttar 105461 Job" articles at http://www.progardenbiz.com:

First Impressions - How can we project a good, positive professional image to a prospective client? In order to do this we need to know how people judge us. We're judged several ways.

Aboutrepparttar 105462 Author:

Tom Lanza is a Contributing Writer for ProGardenBiz Magazine, an online magazine for professional gardeners and landscape contractors. Visit ProGardenBiz to find out how you can get a free subscription, start-up guidance, business ideas and inspiration at http://www.progardenbiz.com. __________________________________________

You have permission to publish this article electronically or in print, free of charge, as long asrepparttar 105463 bylines and active URL are included. A courtesy copy of your publication or location of link would be appreciated.

Tom Lanza is a Contributing Writer for ProGardenBiz Magazine, an online magazine for professional gardeners and landscape contractors. Visit ProGardenBiz to find out how you can get a free subscription, start-up guidance, business ideas and inspiration at http://www.progardenbiz.com.


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