Tag Archives: remodeler strategy

10 Disciplines of a Successful Sales Representative

The following are 10 power statements that can be utilized in sales meetings and sales management training.  The concept behind these 10 ideas was originated by Michael “Mickey” Madden of U.S. Home Systems. These ideas are being published in memory … Continue reading

Q & A From Our November 2011 Webinar (Part 2)

We will now continue answering questions from our latest home improvement webinar. If you haven't done so already, make sure to read our last blog posting where we address more of the questions that were asked during the program. Q: … Continue reading

Q & A From Our November 2011 Webinar

Last week's home improvement webinar on lead generation was a rousing success. There were over 950 companies on the program and we received numerous questions. As is frequently the case, we did not have enough time to answer them all … Continue reading

The Big Drop Is A Big Flop

Let me preface this post by saying that this is not an assault on those within the home improvement industry who use a price drop as an incentive to close a deal.  The issue is the "big drop”. Historically this … Continue reading

Q & A From Our September 2011 Webinar

Last week's home improvement webinar entitled "Open Your Mind to Close More Sales" generated an excellent response from our customers as well as industry leaders. Once again we would like to thank all of the attendees as well as all … Continue reading

Left Brain vs. Right Brain Selling

There is no such thing as a cold, rational, dispassionate buyer who buys solely on merit. Most decisions are influenced by emotion and similar feelings. I once asked a purchasing agent who had placed an order with a manufacturer for … Continue reading

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 … Continue reading

Balance Sheet Overview

How closely are you monitoring your finances? When we do an observation for a company within the home improvement industry, one of the first things we take a look at are their financial statements. There is no better way to … Continue reading

The Presentation Book of the Future - - Today

In-home presentations have evolved over the years. If you are still showing up in the prospect's  home with an over-sized, clunky presentation book then you need to come into the 21st century. This is not a knock against anyone who … Continue reading

Why Do Small Businesses Fail to Grow?

This is not an easy question to answer, particularly when our economy is so turbulent. However, contrary to popular belief, the economy is not the biggest factor in the decline of entrepreneurial selling organizations. It is extremely complicated for most … Continue reading