Sales

Do You Need to Rethink Your Approach to Sales?

Do You Need to Rethink Your Approach to Sales?

Last weekend for Mother’s Day, I invited my extended family over for a cookout. Grilling is about the only culinary skill I’m good for, so when the warm weather hits, I try to take advantage of it.

We had a great time, filled with laughter. No matter how overwhelmed you may feel running a landscaping business this time of year, it’s important to take a break and celebrate the loved ones in your life.

But, full disclosure, the business person in me never really shuts off, so when my wife opened the gift I gave her—a couple outfits from a nice store—and all the women said, “Oh I love their clothes but I will never go in there!” I took note.

Ordinary Acts Can Lead to Extraordinary Results

Ordinary Acts Can Lead to Extraordinary Results

Every year I partner with the National Association of Landscape Professionals to deliver sales boot camps for green industry professionals who want to sharpen their skills and improve their closing rates. I just got back from events in Dallas and Philly where we had a great turnout of super-engaged salespeople who kept me on my toes by asking a lot of really intelligent questions.

Afterward, I spent the flight home jotting down my thoughts and looking for the commonalities, and I kept thinking of this quote from Warren Buffet: “It is not necessary to do extraordinary things to get extraordinary results.” Because the truth is that you don’t need big gestures or expensive gimmicks to win at sales. You can get extraordinary results through ordinary actions if you’re smart and intentional about it. Here are three simple approaches you can start taking right now:

Looking for a Sure-Fire Way to Save Time? Screen Your Prospects Effectively

Looking for a Sure-Fire Way to Save Time? Screen Your Prospects Effectively

We are all in search of ways to save time, myself included, and there’s no shortage of tips and tricks business owners have come up with for freeing up more hours in the week.

I am always open to trying new approaches—you can’t grow if you won’t change—but I’ve also found that when it comes to screening prospects, you have to really spend time to make time. That’s why my sales team at Grunder Landscaping and I sometimes spend as much as 30 minutes screening a prospect call.

We do this to ensure we are the right company for the prospect and the prospect is the right client for us. During the call, we ask our prospects a series of questions: