Virginia Green Lawn Care
Improved Sales Closing Rates Among Field Sales Team – Selling Direct to Consumers
A Competitive Situation
In the highly competitive central VA lawn care industry, Virginia Green found itself going up against the large national firms as well as a variety of local and regional companies. With a history of making meaningful investments in offline and online marketing to generate sales leads, the firm wanted to maximize its marketing ROI and increase sales by improving the percentage of quotes closed. They brought in Point Selling Solutions sales training to achieve this improvement.
A Customized Solution to Achieve the Objective
- All sales reps completed the CPQ sales assessment as a means to better understand their natural strengths and areas of development
- Selling Style reports were developed for each rep informing them about their natural selling style and how that influences the different types of buyers they encounter
- Identified the main “pain and gain” motivators for why a customer buys
- Created a 4-step calling routine
- Developed a questioning routine to better understand the customer’s “pain and gain” motivators, and integrated trial closing methods
- Identified the most frequent sales objections, developed a method for overcoming those objections including powerful marketing statements
- Worked on techniques to ask for the sale and developed sales closing questions to ensure reps were asking for the sale with confidence
- Several interactive role-plays were used to drive knowledge and behavior changes
What's Next?
- How to modify their communication styles to better mirror-match their buyers
- Development of a defined follow-up calling script
- Further development of their competitive advantages and marketing messages
- Re-defining their quoting and selling process to increase close rate and average sale
- Identifying the most frequent objections and specific statements to handle each of them
Service Testimonial
Point Selling Solutions provided exceptional training to our outside sales force that has added a few more tools to their toolbox so they can exceed their sales goals. Neal is a very professional and interactive individual who keeps the group entertained and on task, while infusing new ideas. It was a pleasure to have Point Selling Solutions involved in our sales development and look forward to the continuing growth of our sales representatives.
Joe Donchez
Sales Manager