Enhance your skills of becoming better sales staff in garden centres.

A good sales person will:

  • Assist customers through their process of discovery of the product
  • Enhance a product's chance to sell itself
  • Offer attractive, functional or useful products that are placed in eye-catching positions
  • Know how to advise the customers to ensure they are buying the right product

Many garden salespeople are enthusiastic about plants but lack the requisite sales abilities. Others have excellent selling skills but lack the information required to provide appropriate customer service.

In this course you will learn to interact with customers through providing excellent customer service, active listening, and product knowledge.


Course Content

Lesson 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

Lesson 2: Helping the Product Sell Itself

  • Merchandising and Displays
  • Signs
  • How Customers Pay
  • Garden Centre Products and Services

Lesson 3: Product Knowledge

  • What is Product Knowledge?
  • Knowing your competition
  • Marketing For Garden Centres and Nurseries
  • Lesson 3 Additional Reading
  • Mark Ups in Garden Centres – What to Charge
  • What is a ‘Reasonable’ Mark Up?

Lesson 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

Lesson 5: ‘The Opening’ (Gaining the Customer ’s Attention)

  • Introduction
  • Timing and Opening a Sale

Lesson 6: ‘Closing a Sale ’ (COS)

  • Add-On Sales/Upselling

Lesson 7: The Law and Selling

  • Ethics and Selling
  • Ethics in Sales
  • Guidelines for Ethical Marketing and Selling

Lesson 8: Gaining and Keeping Customers

  • Customer Satisfaction
  • Promotions
  • Measuring Success


This Course is for:
Garden centre sales assistants
Garden centre owners
Small operators
Larger operators with accessible and flexible staff training needs
People (with some horticultural background) looking to break into garden sales
Students of horticulture wanting to expand into sales