Full Blog Post: https://retipster.com/land-seller-negotiation-ajay-sharma/?utm_source=youtube&utm_medium=social&utm_campaign=blog&utm_content=T5DloCcNp3U 10X Your Income from Land Investing: https://welcome.retipster.com/webinar-invite/?utm_source=youtube&utm_medium=social&utm_campaign=blog&utm_content=T5DloCcNp3U Join Our Community: https://welcome.retipster.com/newsletter/?utm_source=youtube&utm_medium=social&utm_campaign=blog&utm_content=T5DloCcNp3U The real salesmanship happens in the second part of this three-part series. Ajay unpacks how to connect with the seller, present the offer, and handle any objections that might come up. Ajay does this by employing the "past, present, future" questioning technique. This helps uncover the seller's pain points and potential future objections. He also outlines the four common deal killers—certainty/risk, timing, partner/spouse, and price—and how to proactively address them during the conversation. Ultimately, the goal is to help the seller make a decision, whether it's to work with Ajay's team or not. Ajay underscores that the job of a land investor is about helping the seller achieve their goals. 00:00:00 - Call 2 of the Two-Call Process 00:06:29 - Past, Present, and Future Questioning Technique 00:11:24 - A Salesman’s Role 00:13:34 - Four Types of Objections 00:17:58 - Scripts for Handling Objections 00:21:58 - Handling Price Objections 00:24:26 - Using a “Tie Down” in Price Negotiation 00:28:44 - How Ajay Handles Signing of Contracts 00:31:18 - Can This Be Done With Seller Financing? #retipster #retipsterblog #retipsterpodcast #sethwilliams #ajaysharma #realestate #realestatemarketing #realestateinvesting #landinvesting #landflipping #landacquisition #leadgeneration #landseller #leadfollowup #followup #sales #marketing #leadnurturing #customerrelationshipmanagement #crm #closingdeals #business #entrepreneurship