Salespeople: Did You Lose the Sale When You Said Hello?

Salespeople: Did You Lose the Sale When You Said Hello?

Presenter: Dave Yoho & Brian Smith of Dave Yoho Associates

Archive Date: July 17, 2012

 

So imagine the following…

You just went through extensive training on ‘closing the sale’. You’ve learned great ways to handle the most common sales objections and ‘ask for the order’ You’re all excited and can’t wait for your next presentation opportunity to use your new skills This will be a sale FOR SURE. You are PUMPED!

So you arrive at the home fully ready to unleash your new skills and close the sale. But instead, you don’t even get a chance to ask for the order because the presentation got derailed within the first few minutes. The result? No sale even though you are a closing ace! BUMMER!

Why Are Many Sales Lost at Hello (or shortly after)?

It’s Pretty Simple… There is MORE to getting a sale than simply having closing skills. Don’t get me wrong, these skills ARE important but so are additional skills that ‘set the stage’ for asking for the order. Unfortunately, these skills often get overlooked in much sales training.

Watch This Important Webinar on Putting “RAP” in Your Presentations

In this fast paced session presented by Dave Yoho and Brian Smith, from Dave Yoho Associates, you will learn the “Science of RAP” (Rapport, Approach and Preparation) and why it’s so important to your sales efforts. These guys train and have trained the some of the TOP sales organization in the U.S. In the face of today’s competition, you don’t want to come out second best in this important area!

During this important webinar you will discover…

• Why some salespeople don’t gain entry to the prospect’s home or have sufficient time to make a proper needs assessment and sales presentation
• The primary reasons why rapport was not fully developed and the “needs assessment” fails
• Why weak or improper language thought to be smart “salestalk” often derails the effort
• Why you MUST learn to uncover the prospect’s ‘value system’ and how to do it (without this, you’re dead in the water)
• Steps to easily avoid too much “telling”, and do more “scientific” selling
• Ways to uncover the prospect’s needs – not just simply listen to their wants
• Why it’s critical to understand why these prospects agreed to see you in the first place (this is huge!)
• The reasons why PRICE is very seldom the real reason you don’t get the order
• How to apply the “ACID Test” to each lead (Encounter) with your prospects
• Much more!

To Sum Up… Selling is MORE than closing. It’s a series of well planned, scientific steps designed to ‘open the door’ to a closing opportunity. Be sure to join us for this important sales training event!

(don’t forget to turn up your computer speakers)

ABOUT THE PRESENTERS:

Dave Yoho, David Alan Yoho and Brian Smith are all top industry consultants and have decades of experience training salespeople in the remodeling/home improvement sector.

Dave Yoho Associates (DYA) is the oldest, largest and most successful consulting groups operating within North America. Since 1962, they have been dedicated to improving productivity and profit for their clients. They maintain a primary niche within the building products and home improvement industry. For more information about DYA visit www.daveyoho.com