Recognize that objections are a natural component of sales process. It’s common for a customer express several objections before she makes decision to commit to purchase. Don’t take these objections personally and do not assume that it means other person is not interested. Understand that your prospect will likely have specific concerns about making a decision particularly if they have never done business with you. Clarify their objections to uncover true hesitation – do not hesitate to probe deeper to explore real issues preventing them from making a decision. In most cases, your prospect will give you information you need providing you keep your approach non-confrontational and neutral. Learn to handle objections in a non-argumentative manner. When you uncover their true objection keep your response brief and to point. Talking too much will seem that you are trying to justify your product or price. Plus, you can sometimes talk yourself out a sale if you aren’t careful.

Ask for sale. In many cases, your prospect expects you to ask for sale. And as long as you do not pressure or try to coerce them into making a decision, they won’t be offended by your request. Develop confidence to ask for sale in a variety of ways and begin asking every qualified person for their commitment. Recognize that many people want to be given permission to make a decision and look to salesperson for that permission.

Lastly, take a lesson from Sam and learn importance of polite persistence. The most successful sales people ask for sale seven or eight times and don’t give up at first sign of resistance. Research has shown that these individuals consistently earn more than their coworkers and peers.

Lawn and garden service. Weekly, bi-weekly custom care. Sprinkler repair, yard clean-ups, trimming.

Add your name and phone number and place ad. The sprinkler repair work and yard clean-up jobs will easily pay for advertising and bring in extra profit. Meanwhile you also benefit from building your regular maintenance route.

Tip: Is your regular maintenance route full? Not planning on adding employees? Then continue advertising. Look for better accounts, ask for higher hourly rates on new accounts. Always continue to improve and refine your maintenance work. As you add better accounts you can drop lower-paying or higher maintenance accounts for better work and improve your profits at same time.

Use tools we have today to stay on top of your marketing efforts. Have a cell phone and use it's number in your advertising. You can take your calls in field and schedule to see new clients faster (they may be just down street). I've taken a call for sprinkler repair while doing maintenance a short distance away. I'm usually first one there and I get job done same day (sometimes within an hour of call). Competitors with answering services or that scheduled a meeting with client later that day or evening lose job.

If you have never done any work on sprinkler systems or with drip irrigation then get some good books on subject and learn basics. Your wholesale supplier is also a very good resource for information. They will have booklets and other material from manufacturers like Rain Bird, Irritrol Systems, Toro, Hunter, Rain Master, Weather-Matic, Champion, Superior and more.

Some other good websites with information on irrigation and sprinkler systems are:

http://www.lawn-sprinklers.net/ http://www.irrigationtutorials.com/ http://www.blueskyirrigation.com/sprinkler.htm http://sprinklerdoc.4t.com/

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About Author:

Jack Stone is a Contributing Editor 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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