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.

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 – – 

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 

Aaron Heth, Director of Sales
Freedom-Solar

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 

Rick Otto, VP of Sales
Coach House Garages

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 

Dave Cerrone, President
Fitch Construction

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 

Michael James, CEO
Classic 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 

Sara Zarndt-Brickey, Operations
Re-Bath of Illinois

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 

Daniel Green, Sr. Vice President
Solarshield

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

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

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