Your Salespeople Do Not Like to Sell

At seminars this statement attracts flak like a magnet held over iron filings. Salespeople and their managers protest; they evoke their love of selling. Then I ask pointed questions and request that participants raise their hands.

I ask, Have you ever . . .

• Had an appointment where the prospect was an hour late?
• Had a lead where the prospects didn’t show at all?
• Been allotted half the time you anticipated to make your presentation?
• Been promised an order and didn’t get it?
• Lost an order to lower prices?
• Had the contract turned down by the bank/finance company?
• Had a contract canceled by your customer?
• Been required to work (solicit) around an installation?
• Made a call in temperatures over 95 or under 30 degrees, or when it was raining or snowing?

Then I ask, How many of you like or enjoy these tasks or circumstances?

None of these are fun, yet they constitute a major portion of sales responsibility. Why would salespeople enjoy that part of the role? They don’t.

Getting an order, receiving kudos for performance, getting paid sizable commissions, or winning a sales contest are the enjoyable parts of selling, yet they represent a relatively small part of a salesperson’s time and activity. Once a manager recognizes the indisputable truth that most salespeople do not like to perform these tasks, there is a greater possibility of creating advanced training and motivational techniques.

Disciplined salespeople achieve the greatest earnings because they recognize that calling on prospects, staying organized, having appointments or orders canceled, facing the possibility of rejection, and overcoming objections are simply steps in the process that leads to sale success.

In this changing economy, what changes have you made in training your salespeople and/or stimulating their thinking and understanding of the sales role?

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

Recently, Dave Yoho Associates performed ‘role-play’ scenarios for three hours with our salespeople. The eye-rolling is gone and their confidence has grown substantially. Can’t wait for your visit next month!

Jason Phillips, CEO
Phillips Home 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 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 – – 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 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

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

The advice we received from Dave Yoho Associates enabled us to increase our volume with 19% less leads in the first year alone!

Joe Francis, President
Shiner Roofing, Siding and Windows

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

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