The High Cost of Negativity

You’ve got a lead in your hand. An appointment has been set and confirmed by your office. You’re an experienced salesperson. You know your product and you’ve been trained how to present it. If this is a successful sales call, you stand to earn a sizable commission. You believe you’re in the right frame of mind and you hope the customer is also.

But wait. This morning when you arose, you tuned into the local news. They explained how the economy was erratic, the stock market lost some points, unemployment hit a new high and the big box stores weren’t making the amount of money they projected earlier this year. However, you fluffed that off, had breakfast, met with those in your office and discussed last evening’s sales call and the reasons why prospects aren’t buying now.

Before your sales call, you pick up the local newspaper. You receive the same implants that you heard on television: stories of rapes, murders, assaults, robberies, state and local budget problems, potential tax increases and more.

You have been infected. Like it or not, unless you know how to counter this information, it may well affect your ability to sell the lead tonight – why, you ask?

Because whether the information is true or not, it is negative. Psychological studies show that as little as five or ten minutes of negative input can affect your central nervous system for up to twenty hours – reducing your energy and depleting your positivity.

Stay centered. The majority of homeowners are not facing foreclosure or unemployment. The majority of people want to keep their houses in good shape. Concentrate on the sales system. Ask for the order one more time. If they’re not buying, ask “why?” one more time. Don’t buy into the media negativity. Remind yourself, when people retrench, the majority of their spendable income still goes to their homes – and – stop reading the front page of the newspaper, spend less time on television news and spend more time with positivity.

The Prescription. Listen to and read about successful issues. Examine the positives in your life and in your business. Start giving your time to others and work harder on the continuing development of your professionalism.

Some years ago I made a speech to over 4,000 people entitled Yes You Can (Thriving in a Changing Economy). Now, this and other inexpensive recordings are being made available to bring the powerful forces of positive thinking into your life and your business today.

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

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

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

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

One of the primary takeaways from your most recent visit to our company was that the words, promises, and tone of our call center reps need to speak directly to the prospect’s needs, followed by a professional, systematic sales presentation which builds immediate rapport and trust.

Dave Cerrone, President
Fitch Construction

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

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

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 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 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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