If You Miss The Basics – You May Miss The Boat

Closing the sale is not something that happens at the end of a sales presentation or after you’ve given the price.  It is an ongoing process which is established with your first contact with a prospect.

If you knew what the prospect was really thinking, what their planning strategies were or even the extent of your competition, imagine how much better your sales presentation would proceed. Much of this information is available with proper in-home sales basics.

The “walk around” to evaluate the project is better named a “needs assessment”.

  • When did the prospect first consider the project?
  • What prompted them to call you?
  • What other options have they considered?
  • How long have they owned the home?
  • What other home improvement projects have they completed?  What were the outcomes?
  • What do they really know about products such as yours and how closely have they examined the conditions which prompt them to call you for replacement?

Becoming privy to this information is largely a matter of good in-home sales training.  Having this knowledge enables you to present your products/services in a manner consistent with their values.  If you haven’t allotted fifteen to twenty minutes minimally to the walk around and needs assessment, I guarantee the delivery of your company story or product presentation does not address itself to the needs of your prospect. This makes you a “generalist” whereas you are seeking to be perceived as a “specialist”.

Next, consider the issue of rapport which is actually a state of mind; it starts with feelings.  Prospects listen more to people who in turn listen to them.  Prospects like people who seem to have the same values or seem to agree with them.  And most of all, prospects like people who seem to be like them.  This is not a call to be an actor or to lie about your political, religious or ethnic leanings.  Rapport stems from gathering information and then presenting your product in a manner which makes others feel comfortable and to listen more accurately to what you are saying.  A noted psychologist states it this way: “when you take the representational information that someone hands you and feed it back to them it tends to rapidly create rapport.

Remember, closing the sale is the natural conclusion to the satisfactory completion of each step in the sound selling system.  Don’t miss the basics.

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching over the last couple of years.

Scott Barr, Steward
Southwest Exteriors

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

Dave Yoho Associates produced amazing results for us! Every percentage point of improvement in our lead issue rate translated to an additional $500,000 in business.

Brian Leader, Founder
Improveit! Home Remodeling

Dave Yoho Associates provided guidance, advice, best practices, and support to our entire staff. Our company has improved across every level after working with them.

Cris Keeter, Owner
All-States Exteriors

Immediately after your training, I ran my first solo appointment and got the order for $16,088! I beat out a reputable local remodeling company whose bid was $4000 less and was referred to by the customer as a slightly ‘better’ product.

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

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

I’ve been a client of Dave Yoho Associates since opening my business six years ago. In that time, their training program and sales methods have helped us build a successful organization. Their system is the best I’ve seen so far in any industry!

Ken Sherman, Owner
Brookstone Windows & Doors

We found Dave Yoho Associates extremely professional and knowledgeable in evaluating our current business model and recommending specific solutions that will improve our efficiency and profit.

Wasyl Bodnar, President
Ventana Design, Sales, and Manufacturing

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home Improvements

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

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