More Q&A from our July Webinar

In our last blog posting, we answered a number of questions from our previous home improvement webinar. We will now address many of the remaining questions that we received. If your question did not get answered please contact us.

Q: Can you give some examples of what to say when you talk about solving some of the things you’ve uncovered during your inspection or needs assessment?

A: It is best to preface what you say with statements such as, “During the inspection, I noticed…” then wait for a response to see if they are aware of the issue, or say, “Were you aware of (note a specific issue)?” Again, wait for their response.  Be cautious not to be critical of their property, nor the way they have dealt with a serious issue.  If you uncover something that they are/were aware of, ask, “How long has this condition existed?”

Also, as you develop rapport, you can say things such as, “I’m sure that in delaying this project you made decisions that you felt were in your best interests.  Are you still of that same opinion?”

This method is essentially called “processing” and relates to uncovering issues or asking questions about issues, which in turn, give you more understanding of where the prospect(s) is at that point.

Q: Our company has an S.F.I. program with Home Depot.  The majority of the people who become prospects are of the opinion that our prices should be “much lower” than anyone else.  How can we overcome this attitude?

A: This “attitude” you refer to is probably more yours than your prospect’s.  It is not uncommon to think this way, however, it is not valid. Within Home Depot there are many products or services offered with different “grades”.  The same people who buy those products may become leads of yours and they may not always buy the lesser grade.

In addition, if you are offering a product that also requires installation (which constitutes a major part of the pricing) it is important for you and then ultimately the prospect to understand the quality of your installation process and the “back-up” which would not be present or apparent for many products sold off the shelf at Home Depot.

It is also a “fact” that your company is held to extremely high “standards” at Home Depot and ensuring those standards again requires production, operational, and administrative back-up, which are all part of that pricing.

A final thought which repeats something in an earlier question: If/when you lose a job because of “price”, in most cases, it’s really about value, which implies that the salesperson has to be trained while utilizing presentation methods which relate the “value added services” beyond the product itself.

Q: I have been in the remodeling business for 25 years.  I’m a licensed mechanical engineer and have never thought of myself as a salesman.  I first heard Dave speak 20 years ago.  I was impacted by his understanding of the marketplace as well as his vocabulary and intellectualization; however, I never chose to follow his concepts because I felt they were really for others.  This webinar has convinced me to learn more about what I don’t know.  I intend to put many of these methods into practice myself and encourage my 2 estimators to do likewise.

A: This is not really a question, so I’ll start by saying, “thank you” and then add a caution.  As you attempt to use the methods which we recommend, it will take some time for you to become proficient in their use (that was probably the same with the application of your mechanical engineering skills early on).  I encourage you to find out more about the concept of “customer satisfaction selling” and our training on The Science of Successful In-Home Selling.

It is not necessary to think of yourself as a salesperson.  Instead, envision yourself as a competent presenter and communicator and devote yourself to understanding more of what the customer is saying, thinking and feeling in your contacts with them. The latter will lead to an increase in your competence.

Thank you once again for all of your excellent questions, and don’t forget that early registration for the premiere of Super Sales Training has kicked off!

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’ 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

It was an honor for us to have Dave Yoho Associates hold a sales meeting for our team. Everyone was enthralled by the powerful content that we are already implementing throughout our business.

Rick Otto, VP of Sales
Coach House Garages

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

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

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

The advice we received from Dave Yoho Associates enabled us to increase our volume with 19% less leads in the first year alone!

Joe Francis, President
Shiner Roofing, Siding and Windows

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

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

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

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