Congruence in Scripting

A valid workable script enunciates phrases which create positive mindsets for the prospect/customer.

The congruent script uses language which is later used by the salesperson when meeting the prospect which reinforces the message.

Here is an example:

The person taking the appointment says:

“Our consultant will look at what you want to have done and need to have done, and if we can provide that service, we will give you an accurate written proposal on what your investment would be, and if we can’t provide the service you need, we may be able to provide you with the names of others who can.”

So what are the keys in this script?

For starters, specific words are chosen because of the positive impact they have on someone’s mind. For example:

Consultant vs. Representative
Want and Need vs. Would like
Written proposal vs. Estimate
Your investment vs. Cost

The final phrase (if we can’t provide the service you need…) is a negative takeaway.

When meeting prospect(s) at their home, salespeople should follow a similar script, and this will give the impression of congruence in the prospect’s mind.

For more scripting provided by our experts don’t miss the upcoming Home Improvement Profitability Summit in the Washington D.C. area!

We’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

Dave Yoho Associates are the leaders in business consulting and sales training for the industry. We utilized their services to grow from a small business to averaging over $10 million annually.

Wendy Patterson, Co-Owner
Patterson Homes & Construction

Your consultant introduced many thought-provoking, exciting concepts that were implemented and drove our net profit. We look forward to a long and prosperous relationship with Dave Yoho Associates!

Mark Watson, Owner
Exterior Medics

We have been working a long time to reach a “million-dollar month”, and this September we finally accomplished our goal! The Dave Yoho Associates model and training tools are without a doubt the keys to our success.

Chuck Cometti, General Manager
RbA of Central New York

I learned an abundance from your canvassing training. Thank you so much for helping us revise our methodology!

Lynann Everett, Interactive Marketing Manager
RbA of Northeast PA

I want to thank the entire team at Dave Yoho Associates for meeting with our Canvassing Managers last week. The knowledge we learned in only one day was invaluable.

Jason Hollister, Proximity Marketing Manager
RbA Southard Corporation

Our remodeling business had annual sales of under $9 million when we became contract clients of Dave Yoho Associates. Due to their training and systems, our revenue soared – – we are headed for over $35 million this year.

Vince Nardo, President
Reborn Cabinets

I would like to thank Dave Yoho Associates for their consulting services. For me, the meaning of ‘value’ is getting more than what you paid for, and their services truly exemplify this.

Aaron Heth, Director of Sales
Freedom-Solar

Dave Yoho Associates’ consultants are the sharpest in the industry, and are incredible communicators, very engaging, and always inspiring. Their industry insight is unmatched, as is their creativity.

Todd Miller, President
Isaiah Industries

I’ve had the privilege of using Dave Yoho Associates consulting services for the last three years. It’s by far the best single business decision I’ve made. Their structure, training, and business coaching are second to none.

Michael James, CEO
Classic Exteriors

OUR PARTNERS

Get a FREE 30 Minute Consultation A FREE GIFT
Call Us Now