The Art & Science of Interiorscape Sales
Posted on April 2nd, 2007 in General, Grow Your Sales, Competitive Advantage |
The First Of Four
We just published the first issue of our four part sales series.
Issue One: The Art & Science of Interiorscape Sales is focused on sales fundamentals.
Starting With A Solid Foundation
The issue addresses developing the proper point of view for plantscapers to build their sales departments.
And it makes no difference whether that department is a sales force of one (the owner) or 101. The fundamentals, mindset and approach is the same.
The InnerCircle 3-in-1 Sales Approach
The Art & Science Of Interiorscape Sales also introduces the frame work for streamlining the interiorscape sales process.
It’s about making three separate sales in each presentation which creates a powerful equity effect for your potential customer.
Quick Excerpt
Here’s an excerpt from the newsletter that shows what the InnerCircle 3-in1 Sales Approach achieves:
1. Relationship Equity - The prospect likes and respects the rep personally.
2. Confidence Equity - The prospect feels the company is solid and well managed.
3. Solution Equity - The prospect feels understood and can quantify the benefits of the interiorscape products and services being sold.
4. Compound Equity - The above three elements blend together and create a powerful reinforcing effect that amplifies the prospects value perception of each equity.
How To Get It
"Growing Success: The Art and Science of Interiorscape Sales"is included with an InnerCircle Membership.
If you’re not an InnerCircle member you may purchase the issue via direct download for a limited time only. The price is $79.95. You can request your copy here.
What’s Inside…
Here’s some more of what you’ll find inside the eleven page, Growing Success Newsletter - The Art and Science Of Interiorscape Sales:
- Defining sales excellence.
- How perception, pain, pleasure and emotion influence a prospects buying decisions.
- Identifying your prospect’s three key needs.
- Using The InnerCircle 3-in-1 sales Approach to reduce plant and product price sensitivity and beat competitors.
- Building your credibility indirectly to close more sales.
- How to use your current customer’s competitors to get more qualified leads.
- 56 tips for increasing your sales
- And much, much more…
Interiorscape Industry Is Thriving
On another note, spring is the best time to dust off your sales processes and identify what’s working and what’s not. After all, the plantscape industry is growing - so be sure to grab your piece of the pie.
According to this story "Interior Landscaping: Thriving ‘interiorscaping’ industry installs and maintains indoor greenery", By Julie Bawden-Davis of the Freedom News Service. - If you’re a plantscaper, you’re in the right industry at the right time. Here’s a clip from the piece:
“Many people are surprised to discover how big the interior landscaping industry is,’’ said Julie Davis Farrow, co-owner with her husband, Mark, of Plantscapers Inc in Irvine, Calif.
The industry even has its own term for creating green spaces inside — interiorscaping.
“Interiorscaping is a billion-dollar business that’s just starting to come into its own,’’ said Farrow, who opened her company in 1981. “Interior landscaping has grown alongside the interior-design industry, and we often work closely with them. Interior plants used to be an afterthought, but now architects and designers are planning for indoor gardens.’’
Here’s the full story. Happy Spring!
