Sales Skills for Garden Centre Staff

Improve your Sales Skills or those of your staff!

• 20-hour online course
• written in conjunction with Garden Centres of Australia

Learn the art of selling - understanding that a more professional approach to selling is the key to improved sales in today’s competitive environment.

Lesson Structure

There are 8 lessons in this course:

1. Presentation, Personality and Communication in Selling
   • Personality, Self-Awareness and Attitude
   • Types of Shoppers
   • Communication, Active Listening and Conversation Selling
   • Communicating Confidence
   • Trends in Garden Centre Customers
2. Helping the Product Sell Itself
   • Merchandising and Displays
   • Signs
   • How Customers Pay
   • Garden Centre Products and Services
3. Product Knowledge
   • What is Product Knowledge?
   • Knowing your competition
   • Marketing For Garden Centres and Nurseries
   • Mark Ups in Garden Centres – What to Charge
   • What is a ‘Reasonable’ Mark Up?
4. Selling Made Simple
   • Introduction - The selling process
   • Steps in Sales
   • Using Language to Promote Sales
   • Creating Logical Sentences
   • Reduce Confusion in Your Sales Approach
5. The Opening - Gaining Customer Attention
   • Introduction
   • Timing and Opening a Sale
6. Closing a Sale (COS)
   • Add-On Sales/Upselling
7. The Law and Selling
   • Ethics and Selling
   • Ethics in Sales
   • Guidelines for Ethical Marketing and Selling
8. Gaining and Keeping Customers
   • Customer Satisfaction
   • Promotions
   • Measuring Success