Yes, I did pick up asking general sales techniques like neverasking close-ended ("yes" or "no" answers) questions. Also, it still works to ask multiple choice assumptive questions like "Would Tuesday at 6 p.m. or Thursday at 3 p.m. work better for you?". The basics were not enough.

When I first began asking sellers what their loan balance was, I may have actually received a number for an answer 50% of time. I had two major obstacles facing me.

First, my belief system was cock-eyed in that having come from a financial/accountant type background, I knew without a shadow of a doubt that no one would ever just give me their house and that only a complete fool would tell me balance remaining on their loan.

Second, I didn't have a clue as to right way to ask and I can tell you from experience that it matters greatly.

The first obstacle, belief system, was easily overcome after I met my first truly motivated seller. Okay, beliefs systems are trashed and I must be complete fool because that was way too easy.

The second obstacle, phraseology/negotiating, is no longer an obstacle, per se, but it is still a skill that I continually try to improve upon. The two key components, assuming you have already properly established good rapport, are timing and phrases you use.

Here are some quick examples of how NOT to ask a seller what loan balance is:

 What do you owe?  Are you willing to sell it for what you owe?  How much equity would you say you have?  etc., etc.

Now, don't get me wrong. If you use these phrases and similar ones enough times and with enough confidence, you will be able to get a numerical answer on occasion (as opposed to some of not so friendly responses I received early on).

Contrast above phrases to these:

 How much is left on loan?  So, property's not owned free and clear?  etc., etc.

The first set of questions personalizes issue and attaches debt, and thus problem, with seller. The second set of questions creates detachment and since it's no longer "their debt" or "their problem" or "what they owe", it's just simply a number and not a problem to share.

Article by Tom Lanza

Copyright © 2003 by ProGardenBiz

In a national survey of small businesses (less than $1,000,000 sales annually) it was found that owner or Chief Executive Officer was a salesperson. Surveys have shown this to be true of landscape contractors and gardeners as well. The most successful landscape and garden businesses were all started by people with strong sales skills. In your own business you have probably realized that you spend a large part of your time selling. You bring in new work, upgrade old work, make new contacts and continue to expand your landscape business. If you are not, you should be.

Many people believe that they just can't sell. They say they just were not born with talent to sell. "I'm just not a salesperson by nature, I'm a gardener. Wasn't born with golden touch like Sam Sellitall over there. If I'd been born with his wit, charisma, and personality, I could tear'em up too. But I wasn't, so I'm never going to make it big in sales, but given chance I can install that landscape and irrigation job better than anybody!"

This is Myth of Natural Born Sales Wonder. It is a destructive idea. It allows us to avoid taking full responsibility for our own performance. This myth will prevent many people from ever reaching their full potential. The myth can also work both ways.

A few individuals believe they're naturals. That's great for confidence, but often it is source of overconfidence. This overconfidence persuades these people that they do not need to learn same sales techniques as us mortals. Sadly, this means that they too will never reach their full potential.

Most of us started in field of landscaping and gardening because of a love of work. Sales and marketing were not our passion. To operate a successful business, though, we need our landscaping- skills, our garden passion, and our sales and marketing drive.

Don't assume that you are entirely free of selling myth. Most people involved in sales that are not successful are suffering from this myth. Let's attack this dangerous idea now and get rid of it.

"Salesmen are not born, they are made." This line is attributed to same man that stated that "A sucker is born every minute." Unfortunately, he was not a successful salesperson (a successful showman, but not a salesperson) because he believed that prospects were suckers. That is a grave mistake, but he was right about salespeople. Salespeople are not born great. Imagine little Johnny one minute after birth in delivery room signing doctor to a long term landscape maintenance contract. Johnny has a long way to go before he is even out of diapers. If he is going to be a great landscape salesperson he has a lot to learn. Psychologists still argue whether it's instinct or learning that causes us to jump at a sudden loud noise, but they agree that everything about selling is learned.

So don't use "myth" as an excuse. Learn craft of selling and learn it well. Professionals work on basics of selling and marketing once every year. That's where we're going to start.

To be Great, Learn Basics

Athletes train constantly to maintain their high degree of success. They practice basics over and over. Successful landscape salespeople do same thing.