The Two Call Close

Is your in home selling system out of step?  There is no such thing as a teachable two call close.

If you meet your prospect at their home to review the project, do a needs assessment for almost any home improvement project, then make an appointment to deliver a price or a proposal, these actions certainly represent a call.  This format requires that you set up a second appointment to make your presentation, proposal and price.  Thus the second or even the third time you visit your prospect, if it is then you present your price and ask for the order, this represents an attempt to close.  And if you are fortunate enough to get an order, despite the fact that you have visited your prospects more than once, it represents a “one call close”.  It’s not a matter of semantics.  Good sales training requires that salespeople “ask for the order” and the time to do that is after you’ve made a strong presentation and sold the value of your proposal.

If your concept of the two call close presumes that if you do not get the order on the first call after presenting the price, you can come back at a later date and get it, this is a disastrous way to train salespeople.  If they presume that leaving a price and relying on the customer to recall is valid, they will probably be in for great disappointment.

Arguably, there are companies with a price niche who rely on a “very soft sell” or “no sell” and presume that their low price will get the order.  I have no argument with anyone who can make that work.  Candidly, it doesn’t work for most sales organizations.  Paradoxically, despite the fact that these companies place such a strong reliance on a very low price, their salespeople still lose business to someone with an even lower price.

None of the latter obviates the opportunity to rehash an unsold appointment or to regenerate interest with prospects who remain unsold.  However, to presume that a second call sale is a prudent way to run a modern business is to obviate the principals of good sound selling.

Somehow the “one call close” got misinterpreted.  It is frequently positioned as “hard sell”.  Arguably on some occasions when the salesperson uses inappropriate tactics or relies on “big drops” or fanciful untruths to close the sale the mantle of “hard sell” may seem appropriate.  However, no well-managed, customer satisfaction oriented company should have to be defensive about teaching salespeople that when they are in the presence of prospects and have followed the precepts of a positive sales methodology to ask for the order!

To learn more about a scientifically proven sales methodology that is having a dramatic impact on the home improvement industry, sign up to attend our complimentary seminar at the Remodeling Show.

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

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

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’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

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

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

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

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

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
Solarshield

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