The Sales Process

Part 3 The Sales Process

1. How to engage customers and make a connection.
Great ways to initiate conversation that customers enjoy.

2. Make sure customers see all we have.
How much time can you save customers? How many products are required for ONE project?

3. Personalize suggestions.
Get their picture and refer to their information about sun, conditions, colors, care, etc. Tie suggestions to their picture.

4. Keep asking questions for clarification.
Open-ended questions are the magical key to making the best suggestions.

5. Put together “project” packages with ‘Rule of 3’.
1. What are the primary items? (Plants, trees, shrubs, flowers, etc.)
2. What secondary products or tools are necessary for planting and care? (Trowel, watering can, soil, fertilizer, etc.)
3. What accessories? (Pots, chimes, feeder.)

6. Be classy. Ask how much time they have today.
Earn respect by saying, “I have many things to show you. How much time do you have today?” Tailor your presentation or make an appointment for a quiet morning and pull together a total presentation.

7. What are Features?
Features are the facts and characteristics. They need to be “translated” to make sense to customers.

8. What are the Benefits of these specific Features?
Benefits are what it will do for the customer. Customers buy Benefits. “What will this do for me?,” “How will this make me feel?” “What will my friends think?”

9. Create a list of Features and Benefits on your top 10 products.
List the Features first and add 3 or 4 Benefits for each Feature. Add practical and emotional value to each item.

10. Activity–say them in full sentences.
Get creative, using emotional words that add ownership and value to the item.

11. Hand the item to them while you “educate.”
As you are describing the Features and Benefits to the customer place it in their hand so they can examine it.

12. Educate; planting or care instructions.
Customers come for education so if you don’t know always refer them to a specialist in each department.

13. Increase Items Per Transaction by serving; not selling.
By putting “packages” together you will automatically be increasing average Items Per Transaction. Increasing Items Per Transaction requires communication, open-ended questions, listening and product knowledge!

Presented by:

Kathryn Dager, President and Founder of Profitivity, Inc.

Kathryn is an internationally recognized Speaker, Facilitator, Author and Consultant for organizations worldwide. She has been instrumental in developing executive leaders’ communication skills and applies leading-edge management technology to create dynamic teams that delight customers, increase profitability and sustain growth. She has inspired thousands by incorporating personal effectiveness skills and motivational tools into hundreds of learning activities and materials. She has authored two books, “More Than A ‘Throw-Away’ Job,” and “Ready For Work & Life?” She created Profitivity in 1985 to share her strategies, systems and methodologies with hundreds of companies. She has a B.A. in Business Management and an M.A. in Psychology.

$597 / $447 (Pre – Publication price SAVE 25%)–CLICK HERE TO ORDER!

Leave a Reply

More From Home...
2016 SHSG covers.indd

July 31, 2015

SHS Griffin Releases 2016 Catalog In Print And Expanded Digital Formats

SHS Griffin has announced the release of its annual seed and plant catalog for the 2015-16 season. Available in both print and digital formats, the 2016 catalog features more than 400 new and improved varieties from the industry’s leading breeders. The 262-page print catalog covers the company’s full seed portfolio — more than 3,400 cultivars of annuals, perennials, ornamental grasses, herbs and vegetables. From the SHS Griffin vegetative offering, the complete spring-annual assortment from Syngenta Flowers is featured, alongside new introductions and top sellers from nine top suppliers such as Proven Winners, Dümmen Orange and Suntory. More than 120 vegetative perennials from Syngenta Flowers are also included, including several SHS Griffin exclusives. The SHS Griffin 2016 digital catalog includes all of the product information and photography from the print edition, and more. For the first time, SHS Griffin has added a range of digital-only bonus content: detailed crop culture, quick […]

Read More
Marvel Mahonia (Plant Development Services)

July 31, 2015

Retailers’ Choice Awards For Best New Products Presented At SNA 2015

A team of independent garden center retailers, along with the Garden Center Group’s Sid Raisch, walked the SNA show floor in search of their favorite new products.

Read More
Steve Bailey

July 30, 2015

How To Determine A Gross Margin Percentage Goal At Your Store [Talkin’ Finance With Steve Bailey]

One retailer asked this question: Is there a gross margin percentage that is considered a good goal for garden centers and their various product lines? Check out financial consultant Steve Bailey's advice.

Read More
Latest Stories
2016 SHSG covers.indd

July 31, 2015

SHS Griffin Releases 2016 Catalog In Print And Expanded…

SHS Griffin has announced the release of its annual seed and plant catalog for the 2015-16 season. Available in both print and digital formats, the 2016 catalog features more than 400 new and improved varieties from the industry’s leading breeders. The 262-page print catalog covers the company’s full seed portfolio — more than 3,400 cultivars of annuals, perennials, ornamental grasses, herbs and vegetables. From the SHS Griffin vegetative offering, the complete spring-annual assortment from Syngenta Flowers is featured, alongside new introductions and top sellers from nine top suppliers such as Proven Winners, Dümmen Orange and Suntory. More than 120 vegetative perennials from Syngenta Flowers are also included, including several SHS Griffin exclusives. The SHS Griffin 2016 digital catalog includes all of the product information and photography from the print edition, and more. For the first time, SHS Griffin has added a range of digital-only bonus content: detailed crop culture, quick […]

Read More
Marvel Mahonia (Plant Development Services)

July 31, 2015

Retailers’ Choice Awards For Best New Products Presente…

A team of independent garden center retailers, along with the Garden Center Group’s Sid Raisch, walked the SNA show floor in search of their favorite new products.

Read More
Steve Bailey

July 30, 2015

How To Determine A Gross Margin Percentage Goal At Your…

One retailer asked this question: Is there a gross margin percentage that is considered a good goal for garden centers and their various product lines? Check out financial consultant Steve Bailey's advice.

Read More
Chuck Hoover, Tagawa Gardens

July 29, 2015

Give Your Young Employees A Personal Stake In Your Comp…

One retailer asked the following question: What are the best techniques for recruiting new staff members to replace those who are due to retire in the next couple years?

Read More
Petunia ‘Trilogy Red’ (American Takii)

July 29, 2015

Catch Your Customers’ Eyes With These Sun-Loving …

Now is the time to start planning for which annuals will be on display at your garden center in 2016. Check out this slideshow of breeders’ picks for their favorite new sun-loving annuals for the garden retail market in the coming year.

Read More

July 29, 2015

Digital Technology Helps Crack The Millennial Code [Sta…

With a well-trained and knowledgeable staff, Kurt Fromherz says you can forge a deeper connection with your customers and with your community.

Read More
Bauman Farms

July 28, 2015

Local Garden Centers To Visit During Farwest 2015

While you’re in Portland for the Farwest show, set aside some time to pay a visit to these local independent garden centers and check out some of the innovative things they’re doing.

Read More
Farwest Seminars

July 28, 2015

What’s New And What To Do At Farwest 2015

Are you planning to attend the 2015 Farwest show? Here's a list of things to do, including new activities, at the event, which take place Aug. 27-29 in Portland, Ore.

Read More
Bob Peters featured image

July 28, 2015

J.R. Peters’ Founder Dies At 97

Robert "Bob" Peters founded the garden fertilizer company that became JR Peters and has been an active supporter of the greenhouse and garden center industries since World War II.

Read More
IGC Show App

July 27, 2015

Want A Guide To This Year’s IGC Shows? There̵…

IGC Show organizers have launched new free apps for IGC East and IGC Chicago, available for download in the Apple App Store and on Google Play, that offer information on conference sessions and special events.

Read More
Impatiens Lollipop Series (Ernst Benary Of America)

July 27, 2015

18 New Annuals That Are Great For Either Sun Or Shade […

Now is the time to start planning for which annuals will be on display at your garden center in 2016. Check out this slideshow of breeders’ picks for their favorite new sun and shade varieties for the garden retail market in the coming year.  

Read More
Ingenico EMV

July 27, 2015

Why PCI And EMV Compliance May Not Be Enough For Retail…

A report from the National Retail Federation indicates that while companies are becoming more compliant with PCI standards, it may not be enough to protect them from fraud. Note: Thanks for Epicor for sponsoring this EMV story.

Read More
Ian Baldwin

July 27, 2015

Ian Baldwin: Validating Customer Complaints Can Pay Div…

In his latest blog posting, Ian Baldwin says when you deal with customer concerns in an empathetic fashion, you’re more likely to earn repeat business and future sales.

Read More
Farwest Nursery Tour

July 24, 2015

Farwest 2015 Show Promises To Be Far From Ordinary

Farwest, which takes place Aug. 27-29 in Portland, Ore., is the show to discover new nursery and retail-focused products, equipment and services, find new, popular plant varieties, and network with thousands of top industry professionals.

Read More

July 23, 2015

Lakeview Nurseries’ Michelle Harvey Appointed To Massac…

Following a passion for government policy, Harvey says she’s excited to be able to educate elected officials about issues important to the horticulture industry.

Read More

July 22, 2015

Economic Growth Will Fuel Garden Demand [2015 State Of …

As the housing industry continues to rebound and the economy improves, economist Charlie Hall says consumers will unleash pent-up demand, which means good news for garden retailers.

Read More

July 22, 2015

Local Garden Centers To Visit During The Nursery/Landsc…

While you’re in Dallas for the Nursery/Landscape EXPO, set aside some time to pay a visit to these local independent garden centers and check out some of the innovative things they’re doing.

Read More
Texas NLA Trade Show Floor

July 21, 2015

What To Do And What’s New At the Nursery/Landscap…

Are you planning to attend the 2015 Nursery/Landscape EXPO? If so, here’s a list of things to do, including new activities, at the event, which take place Aug. 13-15 in Dallas.

Read More