The Power of Effective Scripting

At Dave Yoho Associates we have been teaching the value of a structured sales methodology for over 45 years, yet even our best customers have employees working for them that waver from their script.

Nowhere is this more damaging than with your sales personnel. Of course, there are always a few cases that buck this trend.

One of our clients has a salesperson whose personality is an anomaly, and the only script he follows is to be pointed in the direction of his next appointment. He has now broken the company sales record two years running. Now, in an extreme case like this, we advocate letting the sales rep function in the way that works best for him.

However, these cases are the exception rather than the rule, and their is an inherent danger in allowing this salesperson too much latitude. You have to be careful that you don’t let his personality effect the rest of your sales force.

Brian Smith, whose client has this unusual type of sales rep in their operation, says that the salesperson is given leeway to do things his way with the understanding that during sales meetings he has to actively participate and contribute in concert with what the company methodology is.

If he were not forced to do so, the fear is that his habits could corrupt the rest of the sales department who need the system to succeed.

Do you have any of these people in your operation? They are extremely rare, and 9.9 times out of 10 we advocate the use of the scripting system below.

There are two parts, selling the appointment and setting the appointment and I am going to cover both of them.

Selling the Appointment:

  • Make a great first impression
  • Engage them – Obtain basic information – Identify their dissatisfaction
  • Sell the value of the visit
  • Obtain agreement to the terms

Setting the Appointment:

  • Identify all the owners (and decision influencers)
  • Select the best time
  • Jog, reinforce and confirm
  • Make a great last impression
  • Build anticipation and confidence

Of course this is just the tip of the iceberg, but it will give you a better idea as to how to structure your scripting.

For more information on this topic, we invite you to download the free mp3 on The Science of Successful In Home-Selling – – or you may call our office at (703) 591-2490.

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

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

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

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

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

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

When it comes to consulting advice for the home improvement industry, Dave Yoho Associates has no equal. We have worked with them for over 15 years and we are ecstatic about the results!

Daniel Green, Sr. Vice President

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

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

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


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