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?

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

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

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

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’ 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

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

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

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

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