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Tired of dealing with customers simply interested in your pricing and feeling like itās a race to the bottom against your competitors? Duane Cashin, founder and CEO of Cashin Sales, says the key to overcoming this is selling your company’s value during the discovery phase of the sales process. āIt lays the foundation for the […]
If your landscape company has decided to go with the salary plus commission pay structure, there are still a lot of variables to decide for your team. Some considerations include when commissions are paid out, how the commission is handled if a project goes over budget and if any additional bonuses should be awarded. How […]
When it comes to paying your sales team, itās a little bit of the Wild West out there. While itās common for your field crews to be paid hourly and your management team to be paid a salary, sales team members are in a class all their own. Thereās no one right or wrong way […]
This information came from a session during the 2022 ELEVATE conference and expo. Donāt miss the 2023 ELEVATE in Dallas on Sept. 10-13. Sales cannot be managed but leading sales activities and leading metrics can be. When you put effort into building an outstanding sales organization, you can create a sustainable competitive advantage and maintain your growth […]
It can be easy to settle for reactive sales, but this can also result in lower margins and a customer-controlled business. āTo overcome these challenges, you must use a tactful approach that starts by driving the process with clear communication that highlights the value your company can bring,ā says Alison Blobner, director of marketing and […]
Landscaping is a visual business and itās natural to show your clients 2D or 3D renderings of their proposed job. But you can take it one step further and help them envision their project with a showcase space on your property. These spaces require substantial investment but for the landscaping companies that have installed them […]
Itās often said itās easier to sell services to your existing clients, rather than finding all new ones. This is why upselling is so profitable as you are simply asking a customer if they want to add on another service to the existing ones youāre providing. While you might be reluctant to upsell out of […]
Article AuthorĀ Mike Eisenhuth, is a Success CoachĀ forĀ LandOpt, an NALP Consultant Member firm. Imagine you are seeking a contractor to do work on your house. What qualities, features and attributes will you look for in this service provider? What questions will you ask? As a consumer, you want to ensure the best investment of your hard-earned […]
What makes a great landscape or lawn care sales or account manager?Ā According to Marty Grunder, of Grunder Landscaping, who led the NALP Sales Bootcamp events recently in Philadelphia and Dallas, there are five Strategic things that good sales pros have in common.
