Every decision your customers make is based on emotion.
The real motivation behind a customer’s call to your lawn care or pest control company isn’t what you might think. It’s not just about wanting a beautiful lawn or pest-free home.
Cashin Sales is trusted by lawn care and pest control industry leaders.
It’s about how they want to feel.
Customers want to feel a sense of pride, confidence and peace of mind. And they want to know that they’re in the hands of a pro who will solve their problems and make their lives easier.
But the biggest mistake sales reps make is trying to appeal to a customer’s logic before speaking to their emotions. Selling on price and features is about logic—but the way to make a sale is on value and solutions because that’s all about emotions.
You have to serve before you sell.
And it’s your sales team’s job to listen to your customers, understand their emotions and effectively communicate how your company will handle their concerns in a way that’s different from and superior to all the other companies out there.
Your sales reps are the heart and soul of your lawn care or pest control business. If they don’t win, you don’t win.
And that’s why it’s critical to take a close look at how they’re performing so you can identify the gaps and create real solutions that position you to increase your revenue, retention and market share.
If your reps are underperforming when it comes to showing customers what differentiates your lawn care or pest control services from the competition, customers won’t see your business as the solution to their problems.
And that means you won’t be able to maximize your return on investment in training and marketing and generate the revenue you need to scale your business or position it as a saleable asset.
To reach—and exceed—your revenue goals, you’ve got to have a powerhouse sales team with a high one-call close ratio, and they also have to capture sales in other areas like add-ons and cancel win-backs.
The key to moving the needle in your lawn care or pest control business is following a systematized, repeatable sales process.
Whether your goal is to grow and scale, or if you’re planning to sell your company in a few years, it's critical that your lawn care or pest control business has a documented sales process.
With a proven sales process in place, your reps will become experts at uncovering your customers’ vision of what they truly want and need concerning their lawns and the health and safety of their homes.
Lawn Care & Pest Control 6-Month Consultative Sales Training
Through my 6-month training program, I’ll create a system to professionalize your sales process.
I’ll work with you to make sure you’ve got the right people in the right roles. And through one-on-one coaching and role-playing, I’ll train your reps to build their sales skills and give your company a distinct competitive advantage.
By implementing proven processes known to move the needle in lawn care and pest control, your company will be positioned to achieve record-breaking sales.
My lawn care and pest control consultative sales training process is simple and effective:
I’ll evaluate your current one-call close process and sales management accountability and support process to identify the gaps.
I’ll create a customized sales management
process where sales reps are supported and held accountable at the same time.
I’ll help you implement your customized process to take the guesswork out of getting your team’s buy-in.
I’ll help you optimize our work by providing ongoing training and coaching to ensure learning and change occur.
After working with me, you’ll have a proven strategy that builds a strong sales culture within your organization. Your sales reps will have the tools they need to convert inbound calls to closed sales, and you’ll have the revenue you need to grow your company.
When you work with me, you’ll be able to…
Increase your one-call close ratio
Sell premium packages
Sell more add-ons
Close more unsold estimates
Increase cancel win-backs
“By implementing the call scripts and process you have helped us create we have increased our average closing ratio by 6% which has generated an additional 600K in annual business. The training and process development has helped to increase the confidence level of our salespeople to a significant degree.”
Vice President, Blades of Green Lawn Care
“I strongly recommend Duane Cashin, his expertise and professional approach. He developed credibility with our entire organization and provided many tools such as performance assessments, sales scripts, sales playbook and performance scorecards all of which have proven to be highly effective in motivating our team as well as holding them accountable for results.”
Chief Operating Officer, Virginia Green Lawn Care
How My Sales Training Works:
I’ll work directly with you and your team one-on-one, role-playing how to ask the right questions to understand customer needs, handle objections and close the sale. Through my intensive coaching and department-wide training, I’ll help you create and implement:
I’ll earn your team’s trust, build excitement, and motivate them to buy into a professionalized sales process, unlike anything you’ve tried before.
And that’s how we’ll ensure that the methodology I teach your team is fully implemented and adopted throughout your sales organization so you can finally get the results you want.
By building a team of confident sales professionals, you can leverage your lawn care or pest control sales organization to give you a distinct competitive advantage in your region.
“Duane helped us from creating a commercial sales role all the way to providing the assessment, providing feedback, and actually helping us perfect our interview techniques for the sales professional….Since we hired our first sales professional, we had a 12-month annual goal. He’s hit 100% of it within 8 months of hire. I would absolutely recommend Cashin Sales to anyone in the pest control industry who is either looking to begin or explore creating a separate sales team or looking to improve their processes overall. Cashin Sales provides the confidence that you need to be able to manage your salesforce.”
President, City Wide Exterminating
“Your careful study and understanding of our industry shows a level of professionalism that you do not get from other ‘cookie-cutter’ type sales programs I have experienced in the past. You truly took into consideration our specific concerns, needs, and most of all our goals in development of a customized program that met our needs… we will surely maintain…grow…and gain….more sales through your help and guidance.”
Dannis Warf, ACE
Commercial Sales Director, Royal Pest Solutions
Sales is about more than hard work—it’s about processes.
Your team can’t win by winging it, even if they’re passionate, dedicated, hard workers. Yes, it’s their job to sell, but it’s your job as the business leader to equip them with the training and support they need to succeed.
If you’re ready to help your team become skilled sales professionals who keep your customers happy and your business growing, let me help you get there.