Sales Bootcamp with Shams Hirani

Following the strong response to the recent BCLNA Sales Workshop, many members expressed interest in exploring these ideas in greater depth.

This extended workshop builds on the concepts introduced earlier and provides a deeper look at how landscaping and nursery businesses can strengthen their sales conversations and create more predictable growth.

Led by Shams Hirani, Sandler Certified Sales and Leadership Coach, this interactive session will help participants learn how to qualify opportunities effectively, protect margins, and guide clients toward clear decisions.

If you want your team to improve how they handle estimates, proposals, and client conversations, this practical workshop will provide tools that can be applied immediately.

Participants will explore practical strategies for addressing issues such as:

• Price Pressure and Margin Erosion: How to maintain the value of your work without competing primarily on price.

• Seasonal and Unpredictable Pipelines: How to create consistent business development activity even when demand fluctuates.

• “Think It Over” Responses: From prospects on how to reduce indecision and create clear next steps after estimates or proposals.

• Sales Reluctance Among Technical Professionals: How landscape professionals can sell in a natural and consultative way.

• Overextension and Lack of Sales Structure: How to implement simple, repeatable sales behaviors that fit into busy owner or manager schedules.

• Client Retention and Long-Term Relationships: How to deepen client relationships and create repeat work beyond referrals.

By connecting Sandler’s proven methodology with the day-to-day realities of landscaping and nursery businesses, participants gain both mindset and practical tools for sustainable sales success.

Learning Outcomes

Participants will leave the workshop with:

• A deeper understanding of why sales conversations stall, even when service quality is strong.

• A structured framework for guiding client conversations from first contact to project approval.

• Greater confidence in qualifying prospects and focusing on the right opportunities.

• Practical tools for discussing budgets, timelines, and expectations with clients.

• Strategies for protecting margins and reducing pressure to discount.

• Improved questioning techniques that uncover real client motivations.

• Practical insights that can be applied immediately to proposals, estimates, and client meetings.

Event Details

There will be a mid-morning snack provided by Rail & River Bistro.

We are located in the River Room, which is around the corner from the main entrance to Rail & River Bistro.

We require a minimum of 10 registrations by April 7 to proceed with hosting this event.

Please register by April 17th so we have a headcount for food!

Participation is capped at 20 guests to keep the session highly interactive.

Know what’s Happening Next — before everyone else does.

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Host or Publisher BC Landscape & Nursery Association