Landscape Management, November 2014
training sessions OBrien challenges his sales staff to sell him on a 100000 landscape job Twice a year OBrien asks his two sales staff members who are also designers and his irrigation manager to sell him on a 100000 landscape plan OBrien started the 100000 challenge about fve years ago after learning about a similar competition while attending the Professional Landcare Networks PLANETs Green Industry Conference OBriens entire staff participates in the judging process The winner earns a prize such as free tickets to a local sporting event The point of the competition is to encourage employees to sell customers on a lifestyle rather than on materials and service The standard pitch that a company provides quality work and reliable service isnt a differentiator OBrien says You need to inspire your employees to get your employees to think about why your company is in business OBrien says I tell them Im Mr Smith I have 100000 and I want to hire a landscape contractor or designer tomorrow Tell me why I should hire your company He recalls an experience with a high end customer who loved peonies when he was a child OBrien told the client that peonies grow 6 inches to 8 inches a day He gave the client a yardstick and asked him to measure how fast the peonies grow in a month This guy got so excited about this that I wasnt selling him a landscape I was selling him an experience OBrien says Katz is a freelance writer based in Cleveland Communicating your vision to prospective customers has never been easier with PRO Landscape design software Whether your design platform is a desktop laptop or tablet you can design and sell anytime and now anywhere PRO Landscape is not only easy to use but feature rich including stunning photo imaging night and holiday lighting 2D CAD 3D renderings and complete customer proposals Bring your customers dreams to life starting today November 2014 LANDSCAPEMANAGEMENT NET 29 Your Vision Their Dream Anywhere D E S I G N S O F T W A R E prolandscape com sales@ prolandscape com 800 231 8574 PHOTO OBrien CO LandsCaPe The big sell During sales training sessions Jim OBrien challenges two sales professionals to sell him on a 100000 landscape project to test their consultative selling skills
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