What is a Salesperson?

A salesperson is often a pin on a map or a name on a monthly report to the sales manager, an enigma to non-salespeople, a bookkeeping item called “cost-of-selling” to the accountant, a smile and a wisecrack to a receptionist, and a “glad handing”, sometimes flattering vendor connection to the buyer.

Many salespeople today need the endurance of an Olympic athlete, the brass of a showman, the craft of a wizard, the tact of a diplomat, the skills of an orator, and the brain wiring of a computer.

They must be impervious to insult, delay, indifference, dislike, anger, scorn, being misunderstood, and be razor-sharp, even after exhausting and often nonproductive encounters.

They must have the stamina to sell all day, respond to e-mail, return phone calls, drive great distances to the next appointment and maintain high energy when meeting the next prospect or customer.

Salespeople fantasize that the product or service could be better, the prices lower, the commissions higher, the competitors more ethical, the goods or services more promptly delivered, the manager more sympathetic, the advertising more effective and the customers more receptive and understanding.

But they are for the most part realists who accept the fact that most of this may never be.  Yet the well trained and those with modern selling skills are also optimistic, so they make sales anyway and are frequently the highest earners in their company.

They live or die by the daily report, a monthly quota, an annual goal, and often ever changing policies.

Those who travel great distances beyond a commute, toil the days away in tedium – – on planes, trains and in cars.  They often sleep in cheerless hotel rooms, dine in below-average restaurants, and prepare sales reports prior to retiring.  Each morning they hoist the dead weight of last year’s sales record and this year’s quota and go forth to do it all over again.

Yet despite all that, most salespeople are absolutely certain that tomorrow will be better.  The great among them seek new means and methods to improve their skills and maximize the return on their efforts and there is nothing they would rather do, or anybody they would rather be – – than a salesperson.

So here’s to salespeople.  They make the wheels of industry hum – they bring new ideas, systems, products, labor and money-saving ideas to the marketplace.

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

We are grateful to have Dave Yoho Associates work with our entire team. I firmly believe the improved performance of our event marketing team is directly tied to your coaching over the last couple of years.

Scott Barr, Steward
Southwest Exteriors

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

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

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

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’ve used the consulting services of Dave Yoho Associates for several years now. Much of our success can be attributed to following their systematic teachings and practices.

Michael Hoy, President
Great Day Improvements

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

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

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

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