Ready to Grow Revenue?

Are your salespeople trained to execute on each selling season? 

Your Lawn Care Selling Expert

Cashin Sales has a unique and strategic sales process knows as the Entrepreneurial Selling System (ESS) that will set your company apart from the competition and allow you to close more deals. Duane Cashin has years of experience in the lawn care industry and has helped many clients grow their revenue.

We understand that lawn care has a special sales cycle and each season requires a different sales technique. We work with your organization to customize a specific sales approach for each selling season to reach the highest close rate. 

Ready to start seeing better results from your sales team? 

“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.”

David Drennan, Director of Operations, Blades of Green Lawn Care
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Entrepreneurial Selling System (ESS)

Month 1

Sales & Sales Management Audit & Evaluation

Month 2

Formalized Sales & Sales Management Process Creation

Month 3

Recruiting Process Evaluation & Process Creation

Month 4

Formalized Process Completed & Implemented

Month 5 & 6

Process Implementation - Training & Coaching 

Sales & Sales Management Audit & Evaluation

In the first month, we will review and evaluate the structure, systems, style, staff, skills, strategy, and shared values of your lawn care organization and advise sales management on how to hire, evaluate, and coach salespeople; how to develop effective sales strategies; how to design and implement appropriate departmental structures and systems; how to teach selling skills; and how to develop effective sales management styles.

 

When working with lawn care organizations we specifically address

  • Seller's outlook and view of selling lawn care services and their level of commitment to succeed

  • Handling hard objections and gaining commitment

  • Developing a culture of support, accountability, and performance

  • Establishing rapport over the phone and on the lawn

  • Door knocking approach and processes

  • The process to accomplish one call close over the phone and lawn

  • Upselling & cross-selling additional services such as lime, grub control, aeration, & seeding 

  • Training, coaching, motivating, & recruiting high-level talent

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Formalized Sales & Sales Management Process Creation

An effective lawn care industry sales process is a well-orchestrated series of steps to quickly establish rapport, credibility, and trust. These elements will differentiate your company from the competition.

 

In fact, if you truly embrace and leverage the principles outlined in this program you will create a gap between you and your competition that will be extremely difficult for them to close.

The sales process is a potential customer’s journey from realizing they have a need for a product to making an actual purchase. Since it’s the prospect’s journey, it is also the salesperson’s roadmap. Companies that implement a structured sales process automatically increase revenue.

 

During the second month, we will go through the steps necessary to create a formalized sales process: from analyzing the system in place to building a playbook that clarifies roles and responsibilities and processes proven to move the needle on sales revenue.

  • Playbook creation.

  • Clarify & define sales & sales management roles​

  • Determine reps sales role assignment 

  • Begin sales & sales management training creation.

  • A monthly executive review meeting is held.

Enhancement of

Recruiting Process 

Without an effective recruiting process, you’re going to churn through rep after rep. You may already be doing so.

 

In the third month, we will evaluate your hiring goals, help you refine your job descriptions, and implement the use of candidate assessments to prequalify candidates and steer the interview process.

 

Never again will you be “duped” in an interview by a weak candidate with a good sales pitch. Not all organizations will need to hire a new rep, but it is important that you have a strong recruiting process in place if you need to onboard a new rep in the future. 
 

  • Recruiting process is evaluated, hiring goals are determined:

    • Job descriptions.

    • Process to post jobs.

    • Use of candidate assessments.

    • Interview process.

    • Selection criteria.

  • Process development continues.

  • Sales training begins for reps and management

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Formalized Process Completed & Implemented

It’s one thing to design and complete a written sales process. It’s another to successfully implement it.

 

Driving revenue requires you to do both.

 

In the fourth phase of the ESS, we will assist you in the implementation of your newly-designed sales process and guide you through the challenges that occur from this new process. In addition, sales & sales management training will begin.

 

  • Process retooling & documentation is finalized.

  • New formalized sales process implementation begins.

  • New formalized sales management process implementation begins.

  • Monthly executive review meeting is held.

Process Implementation

Training & Coaching

Sales management is one of the toughest jobs in any lawn care organization.

 

Managers are tasked with recruiting, motivating, dealing with seller behavioral issues, and hitting their number.

 

But training the sales managers on how to lead and coach their seller’s up the next level of performance is too often overlooked.

 

Throughout the rest of the engagement, we will develop purposeful plans for helping your sales manager(s) become highly effective in leading their teams: from developing the “how-to” of sales training to the “how-to” of coaching sales teams.

 

In addition, we will train your sellers on the formula to effectively engage with callers, follow up on unsold estimates, upsell premium programs, and set the right expectations to reduce cancels.

Sales Training & Coaching 

  • Ask the 5 key qualifying questions to uncover the caller’s level of interest and commitment to investing in professional lawn care services.

  • Understand the 4 personality styles and how the seller can adjust their approach to align with the caller’s vision and needs.

  • Breakdown best practices from prospecting to close.

  • Uncovering their compelling reason to buy.

  • How to handle objections such as: “I need to think it over.” “I need to discuss it with my husband.” “I need to get a couple more estimates”.

  • How to follow up on unsold estimates and cancels.

Sales Management

Training & Coaching 

  • New hire recruiting & onboarding

  • Establishing team expectations.

  • Implement a milestone sales process, train, and hold sellers accountable.

  • Weekly one on one performance review and coaching agenda.

  • Effectively train & coach reps.

  • Adjust the process as needed to achieve the desired results.

  • Measure & report on key selling activities and results.

  • Hold each seller and the overall team accountable for results.

  • Continue to support, motivate, and hold accountable.

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Learn More About How Cashin Sales Can Help You

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428 South Main Street Ste B-102 Davidson, NC 28036

860-916-7081

Charlotte, North Carolina