How to Close a $20,000 Deal - Live Sales training

Close a $20,000 Deal -Live over the phone. Pre-qualify a customer and close a deal sight unseen. A live example how this is done. We talk about marketing strategies, sales techniques and incorporate a live sales training call.
DirtMonkeyU.com and DirtMonkeyUniversity.com
The Landscape Business Pro Podcast- The Voice of the Landscaping and Construction Industry.
landscapebusine...
Genadek Landscaping and Excavating genadek.com
GT Lawn Maintenance GTLawns.com
Linked In- Hit me up!
www.linkedin.c...
Twitter: / lbppodcast
Facebook:
/ stanley.genadek
Email:
[e-mail]
Dirt Monkey:
dirtmonkey.net
Links to Episodes of Landscape Business pro:
Greg Chism Geek to Freak Fitness and Lawn Care / geektofreakfitness
landscapebusine...
Jonathan Pototschnik The Lawn Care Millionaire lawncaremillion...
landscapebusine...
Brian Shain Top Notch Lawns / topnotchlawns
landscapebusine...
Jordan Harbinger The Art of Charm itunes.apple.c... theartofcharm.com theartofcharm.c...
landscapebusine...
Keith Kalfas The Landscape Employee Trap / theemployeetrap LandscapingEmployeeTrap.com
landscapebusine...
Mike Michalowicz www.mikemichalo...
Profit First, Pumpkin Plan, The Toilet Paper Entrepreneur
landscapebusine...
John Lee Dumas Entrepreneur on Fire www.eofire.com podcastersparad...
landscapebusine...
More guests:
Vanessa Van Edwards The Science of People, John Gray Men are From Mars Women are from Venus, Certified Contractors Network, Jennifer Kahnweiler: The Introverted Leader, Quiet Influences, The Genius of Opposites, Barry Moltz, YardBook, Aaron Walker

[@bblawncarekc]

Your good, the pauses to allow the customer to think and talk really works good

[@Dirtmonkey]

B&B Lawn Care Thank you!

[@keith-kalfas]

Your going to be speaking on stage soon.

[@Dirtmonkey]

The Landscaping Employee Trap Thanks Keith! I think your a rock star brother!

[@DannyGsackRace]

You're**

[@MrBudpln]

@@tcrazyvlogs6803 as much as you can!

[@teametal11]

Very professional. I really like the way you explain the pricing process to the customer without over selling. And the system you have to to sort of (weed out) and not waste a lot of time on tire kickers.... Very helpful to see a pro in action!

[@Dirtmonkey]

Ken Heller Took years to get that down. I wish someone would have pointed it out to me a long time ago.

I really appreciate the time and energy you put into these videos man!.awesome video.

[@Dirtmonkey]

cody decker Thank you!

[@dieselnutnaji6888]

Very good vid stan. Good for you, you say god bless very nice to see people like you

[@profighter1234]

You are in a great position. I am sure it was hard work (and still is) creating a reputation where you have 14 messages and what appears is a booming business. "Luck is what happens when preparation meets opportunity". You are a lucky guy.

[@bubby913]

"Push them over the fence" lol i like that, I've watched every single one of your videos and there great man, thanks and keep it up!

[@Dirtmonkey]

bubby913 Thank you! Glad to hear that you like them!

[@Nick-sm5nb]

Very smart. 100 % wisdom. You deserve more views and subscriptions. God bless and keep up the video making ;).

[@andrewharris2652]

Always a fan of the videos Stanley! Thank you!

[@Dirtmonkey]

Andrew Harris Thank you!

[@CobraAquinas]

Beautiful work. This is truly a hidden gym.

[@briansierzega]

Cool to see the entire process! Enjoy your videos and professionalism. A time lapse of the project in process would be cool to see! Peace! Brian - Chicago

[@Dirtmonkey]

Brian Sierzega That might make a fun video. Thanks for the idea!

[@TheJake3]

Thank you sir for posting this video. Although our fields differ from each other's, as a starting business man, I really appreciate teachings. Cheers.

[@outdooredgelawnandlandscap3105]

Love it! Definitely gave me some good ideas to incorporate into my business.

[@Dirtmonkey]

Outdoor Edge Lawn and Landscape Great that was what I hoped would happen.

[@77chevy4x4]

Hey Stan ty for the experience! Best knowledge is the one given ! Ty !

[@420sebastien]

You are so inspirational, i sat at home and binged watch your channel instead of going to work...

[@Dirtmonkey]

Haha awesome! Love to hear it

[@mightyakkylex]

Well missing work isn't really productive is it now? :))

[@paolee2730]

Stanley, you know your stuffs. I bet the customer is full of shocks how you communicate thru the phone. Speak like a pro.

[@Dirtmonkey]

Thanks Pao, appreciate that!

[@jonasgeirgautason4002]

Nice! super professional

[@JohnSmith-qd7zp]

Amazing videos.. Thanks for taking the time to make these video... I personally learn a ton from these.. Wish to see a step by step patio with retaining wall video. From start to finish.

[@Dirtmonkey]

Sev Rogulev I have that video out there. It's in the Library. :)

[@mariomurgas8536]

Its amazing how there are people like you that want to show and help others that want to start thier business. ..and help them grow. .. thank you .. it make a big difference having your advice and knowledge. .. No many people want to share this inf... For example. .. i was asking some business owner that I know around my area about insurance for a small landscaping llc.. Whem i want it to start mine ... and they were like ohhhh you dont want to do that thats expensive tou are going to be working just for the insurance. .. and it turns out its not like thst at all .. Thank you very much.

[@Dirtmonkey]

Mario Solis Be careful of asking locals for advice. They may view you as competition. Good advice should come from a mentor that is doing what you want to achieve and not in your area-ie competition.

[@laserglassrailing3140]

How do you make sure you get big projects for Apartment buildings?

[@shovelheezy]

Great video Stanley!

[@Dirtmonkey]

Parker Hagenow Thanks!

[@ronyhernandez3583]

dont forget no interest, is a level of interest, I GOT FISH!!!!

[@capitalandlawns5405]

There is a moment during an estimate and it can't really be described. This video portrays it perfectly. It is a great feeling and one that can only be felt by reaching outside the comfort level and going for it. Work it

[@Dirtmonkey]

CapitalandLawns Yes- I like how you put that. Its uncomfortable to stretch and go for it but once you have it down it just becomes normal to make that ask.

[@JohnSmith-gi7jw]

Thank you Stan, this was the most informing video I've seen in this field. Do you have any video of the job being preformed or completed?

[@TahirChaudhryartist]

Did you make a video of your crew doing the job and how it looked after this job was done? It'd be very interesting to see this from start to finish.

[@Dirtmonkey]

We are working on the project now. If you follow me on Instagram you'll get all the latest projects updated.

[@TahirChaudhryartist]

+Stanley "Dirt Monkey" Genadek what's your instagram? I don't see it in the vidro description.

[@Dirtmonkey]

+Tahir Chaudhry Stanley Dirtmonkey Genadek.

[@DJAZAlwayz]

I am 1 year late and didn't bring coffee's , dang it

[@tomrinehart5078]

100 x 4 x 38 =15,200 keeping that baseline number at 19k gave you that wiggle room to really make for one happy customer and business owner great work. keith kalfas got me started i own a exterior cleaning company and even though this is landscaping work you can apply your tips and tricks into any sorta business you may have love this thank you "Grab the bull by the horns and make sure your time is valuable"

[@OtterCreekFarm]

You need to get your business on Office 365. We use Teams for our phone system and messaging. Customers cannot tell if you are on your cell or at your desk. You can access your files anywhere, get voicemail transcripts emailed to you, view your calendar in Teams etc. Great for someone on the go like you. I can recommend my IT guys if you are interested.

[@jeffstumpf822]

Im very small and just started. I found i get about 20% of over the phone bids and 90% if i make the trip.

[@natecollins1715]

Perfect, But how did you raise his yard and fence all for the same price?

[@peterhoppe7834]

LOVE YOU 2 STAN 👍👍👍👍👍👍

[@jeannebonnet-martin3124]

Nice videos brother. Very hard to actual find a knowledgeable business man to actual learn something from on here. Keep up the good work my friend. Blue collar for life. Lol. God bless, luv. #DkQualityHomeServices

[@PL-dh3wr]

Most of the customers i have dealt with in the last 15 years always are clueless about size. We always get 30% down right away. Many won't care about the $100 loss

[@anastasiakuzmova9988]

OMG!!! You look like Roman Abramovic

[@fencefirst2722]

I do basically the same thing.. only go if its just to dot the i's and cross the t's and charge heavy if its nit a very desirable job

[@boss30277]

Will you do a video on the finished project? Would love to see it!

[@Dirtmonkey]

boss30277 Great idea!

[@DannyPucillo]

Thank you! Your a man of your word.

[@Dirtmonkey]

D P Thanks!

[@FoNzOTv]

Great video! Now on a project like this curious how much of the $20,000 would be profit for you after paying employees material etc ?

[@Dirtmonkey]

FoNzOTv That would be a video all on its own. :)

[@BigGodLife]

Thanks great vid on sales process! How did you justify adding extra work and more materials for same price? Thanks

[@as-nf1ki]

I was curious what your response was going to be to that $3800 change, when he called back with a different height - I know this video is 5 years old but if you happen to see this comment, did you go there with the intent to close at $19,000 and look for other areas of improvement to add value to the client?

[@JohnnyMow]

Great video

[@Dirtmonkey]

Johnny Mow Appreciate the comment!

[@salcerrato7607]

That's right I'm in sales you have to add value to the project to make them feel good about you and you're company your right your gut was telling you that you haven't motivated him to do business that day . Doing that extra he couldn't so no good job

[@rightwayhandymen]

thanks for the great advice

[@Dirtmonkey]

Glad you liked it!

[@hollierandson9836]

Nicely done

[@livemusiclouisiana5507]

awesome video....as always

[@Dirtmonkey]

Live Music Louisiana Thank you!

[@lionsconstruction6165]

Cool video men thank you very much

[@whitehammer8952]

what a legend!...

[@Dirtmonkey]

😄 Thanks!

[@Liquidblueink]

Hey Stanley how much do u charge just to rip a retaining wall out. I have a customer wanting it done. 100 ft long by 3 ft high?? Please help.

[@Dirtmonkey]

Liquidblueink I have to look at the conditions-can it be done with an excavator, skid steer or by hand. What is access like and how far from the disposal place will I be trucking it.

[@Liquidblueink]

It can be done with all of the above. I could sledge hammer it out if I had to. It's a wooden one. About 10 miles from the dump.

[@Dirtmonkey]

Liquidblueink Be careful on your time calc's with a sledgehammer. It can be difficult to tell how long it will take so going with Time and Material may be your best bet.

[@Liquidblueink]

Stanley, do u have an email cause I watched ur vid about door hangers and post cards for advertising, I would like to see if u could critique my flyers please

[@megashooter]

What are your thoughts on using yardbook to do the square footage? Ive found that app and site to be very beneficial.

[@bondpit8750]

Give a little, get a lot.

[@alexmelvin3162]

Which video is the one where you talk about re glueing caps on a retaining wall?

[@caterd300rum]

How do you advertise?

[@harpjason208]

Have you ever had a customer shit themselves over the $38.00 a sft? Also, would it soften the blow mentally, to give the bid in cubic feet instead? Cause your really paying for cubes of concrete, not veneer stone that is an inch thick. Mind you, I sell and install floor covering, so I no expertise in your line of work. . But I do stil learn a LOT viewing your back and forth with the customers. Thanks.

[@Dirtmonkey]

Mostly humble 1 I have many jobs we do at $53 plus demo costs. $38 is fairly typical for the level of quality we perform plus we have a 5 year warranty. People understand they are paying more but they also expect more in this case.

[@stevehall9256]

good info

[@ericthomas9959]

how much do you charge if the customer purchases the materials?

[@andrewmiguel8951]

That’s really a small jod for 20 k good for you bro. I’m next

[@manycela6962]

hi l like your videos and how much can I charged a customer for doing a retaining wall

[@Gooselip]

what about basement windows if u raise yard that much

[@Dirtmonkey]

Let me think about that.

[@ricksmash8080]

Stan, I think if you got some good formal sales training you could raise your prices and book up the year faster. You’re very professional and calm and cool and knowledgeable. I know I only saw a short video but from what I saw, I think that with just a touch more finesse, ole chad would have given you more money. $22,000? $22,500? Upsold to include a gazebo lounge? $30,000? Landscape some new stuff in the additional area to get his wife emotionally involved? $31,500? If he says no, offer to throw in another $10,000 project for a total of $36,500. No? I tell you what chad, I like you and I’m happy for you and your wife, a young couple, I want you to have the yard of your dreams this summer and never have to do this again. I’ll do the gazebo lounge with a built in rock grill, give you the added area, landscape it, and upgrade the retaining wall material for a total of $31,000, never have to do this again. What do ya say Mr & Mrs Chad? I think Chad would have done it for his wife, man he was eating out of the palm of your hand!

[@salcerrato7607]

Typo he couldn't say no

[@zes3813]

wrongx

[@lawncarelife7214]

Great video.

[@Dirtmonkey]

LAWN CARE LIFE Thanks!