Mall Silks manufactures a large variety of artificial trees on real wood trunks. One of our consistent best selling trees is the Capensia Tree.   There is no “real” Capensia tree in nature. The artificial Capensia Tree is basically a Ficus tree that is made with a two-toned leaf spray. The contrasting green and red colors make this tree a beautiful alternative to use in any décor. The artificial Capensia trees are made using natural Dragonwood trunks and artificial Capensia foliage. The natural trunks are harvested in the eastern US and are kept in a dry environment for many weeks before they are used for construction. 

Mall Silks harvests Dragonwood branches that are over 15' tall, so we can manufacture an artificial Capensia tree up to at least 16' (factoring the height of the leaf branches above the trunk. We can build them a couple of feet taller by adding extra limbs as well). We can also build the Capensia on Maple trunks which we harvest up to over 20' tall. Capensia trees can be made from 3' bush forms up to over 20' tall with single or multiple trunks.  Like all of our trees that we build using real wood trunks, the Capensia trees can also be made to be installed in containers or flush mounted to a concrete floor using a custom steel base plate.     

If you would like pricing or more information for the Capensia Trees or any of our other trees on real trunks, please contact us at sales@mallsilks.com  visit our site to send us an inquiry at http://www.mallsilks.com/contact.htm, or call 888-745-5701.

See our CAPENSIA TREE here.

Did you know that what you say and how you say it can determine whether or not a client chooses your product or service?  This month, I would like to share a little information I learned a couple of years ago (You know, all of us are really in sales, some of us just do it more often.) The title of the article this is based on was “Watch Your Language”!  The main topic was “Words to say–and avoid–in sales conversations. It may be a little bit of a read, but I promise it's worth it. 

The following are phrases to “DELETE” from your sales repertoire:

1.      “How are you today?”  This line is used way too often. Most people take it as a set up. You might as well say, “Hi, I’m a tele-marketer, hang up quick”.

2.      “Just”, as in “I’m just calling to…” – In the context of a sale, “just” is the most self-diminishing word in our language.

3.      “Would you be interested in…” – The word “interested is a static adjective. It neither provokes nor accelerates forward motion in a sale.

4.      “Are you the decision maker?” -  Because a decision is the result of consideration, saying “decision” or “decide” puts the prospect on guard and the conversation at risk.

5.      “We sent you a mailing.  Did you get it?”  - This does nothing but check up on the postal service. All this does is yield a yes or no answer. It does nothing to start a dialogue about your product or service.

6.      “Feel free to…” – We live in the “land of the FREE”, so this silly phrase is superfluous. Tell them exactly what to do. Tell them how to do it. Make is easy.

7.      “Touch Base” and “Follow up” -  Now there’s an important reason to accept the call…the caller wants to “touch base”. Whoopee! And what’s wrong with “follow-up?”  It reverses the sales process by looking backward instead of forward. Instead it is better to say, “I am calling to check on our project and to arrange the next step.”

8.      “I noticed that” and “According to my records” – The former makes the call sound routine and the later sounds too officious.

1.      “Why us, Why now?” - When people respond to this question, it reveals their business motive for doing so. Add this to your call-guide questions NOW!

2.      “Is this an OK/suitable/good time to talk?” - This is the golden rule of conducting business on the phone. After giving your name, company, and reason for the call, this is one of the most favorable differentiators. If it is not a good time. Ask when you can call back – and make sure that you do so at the appointed time.

3.      “Is that worth a conversation” – This is a great starting point when you have discovered a new prospect. Say you work for an interior landscape company. You were visiting the prospects website and noticed they were having a grand opening at multiple locations this summer. You could call and let them know of your services and state that you could provide plant rentals for the grand opening events. Follow it with this question, “Is that worth a conversation?”

4.      “I invite and encourage you to…” – Friendly, powerful and confident.

5.      “Please be my guest at the website.” – The rich and informative content on the site shows as well as tells - and it can provide the substance for your next conversation. (Of course this assumes that you have rich and informative information on your site.)

6.      “You get …because of...” – This is the best way to sell the benefits of your product or service.  “You”, meaning the individual and his/her company, followed by an active verb such as get, increase, improve, reduce, gain, etc. Then say “because of…” to link the supporting feature of your product.

7.      “Valuable, Helpful, Worthwhile”  These are positive adjectives and they support the “you gets” in your benefit statements.

8.      “Please bring me up to date since we last spoke” – Much better than “follow up”

9.      “Where are you (or “your client”) in the consideration process?”  This helps you assess progress and gently reminds them of the project.

10.  “I recommend…”  This is a powerful phrase we can use to provoke forward motion. I recommend that you say it!