If The Close Fits… Use It! Closing Sales With TODAY’S Consumer!
If The Close Fits… Use It! Closing Sales With TODAY’S Consumer!
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Presenter: Phil Rea, R2R Associates
Archive Date: April 25, 2012
Is your product presentation flawless, but you find yourself struggling for the ‘right words’ when it’s time to ask for the sale?
If so, this session is for you!
Wouldn’t it be nice if you and your salespeople just needed ONE sales close for every presentation given? Of course that’s not the case and is exactly why you need an assortment of closes in your “wardrobe”. In this webinar, Phil Rea from R2R Associates will be teaching you to evaluate each closing opportunity and how to use the close that will work best for your prospect and their situation.
Sales Objections: Overcoming, Neutralizing & Profiting From Them!
Sales Objections: Overcoming, Neutralizing & Profiting From Them!
Presenter: Dave Yoho & Brian Smith of Dave Yoho Associates
Archive Date: March 13, 2012
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So picture this in your mind… you make a great presentation, the prospect seems to love your product and what it can do for them, it appears that they have the funds necessary to do the deal… and then they open their mouth and you are expecting to hear a resounding YES! But instead, they say “we want to think this over” or “we plan to get 3 estimates” or “it seems like too much money”! These 3 phrases have killed more deals in our industry than you can imagine.
But guess what? These 3 classic responses are NOT objections!! They are simply proof that you haven’t discovered the REAL objection that’s causing them to stall. Truly professional salespeople become masters at discovering these ‘real’ objections which is a direct path to a closed sale and happy customer.
That’s exactly what is discussed in this fast paced session presented by Dave Yoho and Brian Smith, from Dave Yoho Associates. You CAN increase your salespeople’s closing ratios dramatically by sharpening their sales skills. In this webinar, you will learn how to discover, overcome, neutralize and PROFIT from your prospect’s objections. Objections are actually a skilled salesperson’s best friend but ONLY if you have developed the skills to deal with them in a positive manner.
During this important webinar you will discover…
- Why salespeople “fail to close” when they hear statements such as “we’ll get back to you” – “we’ll think it over” and similar and what to do about it
- How to easily convert procrastination into objections which are definable and solvable (a key to sound sales practices)
- Learn what 99% of all objections are centered around (a good thing to know)
- Discover the 5 step system to understand, define and respond to almost all objections
- Tips to help you use your EARS as much as your mouth during the presentation (easier said than done)
- Why objectives can sometimes cause a salesperson to take a path of action which is NOT in their best interest
- How to “ask for the order” in a manner that is not offensive or uncomfortable
- A simple process to avoid certain objections that can’t be overcome
- And yes, you will learn what to say when your prospect says “We want to think it over” (this alone will be worth your time)
- Much More!
To Sum Up… “Closing the Sale is the Natural Conclusion to The Satisfactory Completion of Each Step of a Sound Sales Methodology”. This webinar will focus on a very important step in the process – handling objections!
(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
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Home Shows & Events – 2012! More Prospects – More Leads – More Sales!
Home Shows & Events – 2012! More Prospects – More Leads – More Sales!
Presenter: Rich Harshaw, CEO & Author of Monopolize Your MarketplaceArchive Date: February 22, 2012
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‘Tis the season for shows and events! Does your company use home shows and events to generate leads for your home improvement business? If so, are you getting as many leads as you can and should get?
The most common answer to these two questions is yes and no, YES… we do events and home shows and NO… they don’t produce as many leads as they did in the past!
In this information packed webinar Rich Harshaw, CEO of Monopolize Your Marketplace and top industry consultant, will discuss many important issues.
Developing LEADS That Turn Into SALES in 2012!
Beyond Lead Generation:
Developing LEADS That Turn Into SALES in 2012!
Presenter: Dave Yoho, David Alan Yoho & Brian Smith of Dave Yoho Associates
Archive Date: January 31, 2012
They say that “leads are the lifeblood of our business”! And they are right!
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In fact, in a recent survey conducted with thousands of home services companies, 78% of respondents indicated that ‘consistent lead generation’ is currently their biggest business challenge. Wow!
But hold on… further investigation indicates that lead conversion (to sales) just might be the REAL issue here. We are talking about the WHOLE process including generating the initial inquiry, setting solid appointments, achieved high ‘demo rates’ and finally closing the sale. The successful companies of today are the ones that excel in ALL aspects of this marketing/sales process and realize that they are all interconnected.
Join Us for This Important Webinar on Lead Generation and Conversion!
That’s exactly what we will be discussing in this fast paced session presented by Dave Yoho, David Alan Yoho and Brian Smith from Dave Yoho Associates. You CAN increase your lead flow and you CAN lower your marketing costs. If you are currently struggling with Lead Generation and Conversion for your company… this session is for you! It will focus on what is REALLY working in the field to generate leads and convert them to sales in 2012.
During this important webinar you will discover…
- Why most scripts for lead intake and appointment setting fail and how to improve them
- The reasons why most canvassing programs fail
- How to make “radiation marketing” work every time
- Solid ideas on how to sell against the “doom and gloom” prophesies of television and the press (especially in an election year)?
- Benchmark statistics on acceptable percentages of your repeat, referral, rehash business in relation to your total
- How to effectively stimulate more “self generated” leads
- The “how-to’s” of profitable “Face-to-Face” Marketing (canvassing, shows/events, showrooms, SFI)
- A confirmation process which increases in-home presentation (demo) rates yet doesn’t offend your customer
- Why you need to go beyond having a “rehash” program and the role your database plays
- What role scripts play in converting a raw inquiry to a solid, set appointment
- What is a nebulous lead? (and why you HAVE to treat them differently than other leads)
- Much More!
To Sum Up… If you’re not generating enough leads for your salespeople AND/OR if your lead and marketing costs are too high, don’t miss this important educational event. Let us give you actionable ideas on how you can ‘go beyond lead generation’ and generate more leads that convert to sales!
(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
PRESENTED BY:
Part 2: Cracking the CODE on Lead Generation!
Part 2: Cracking the CODE on Lead Generation for 2012! What’s Working… What’s Not?
Presenter: Dave Yoho & David Alan Yoho, Dave Yoho Associates plus 3 guest industry experts!
Archive Date: December 13, 2011
Remember the good ole days when lead generation was EASY and CHEAP?
Part 2: View Recorded Webinar Now!
You placed an inexpensive ad, the phone rang, you set an appointment and your salespeople closed the sale… repeat process!! Well, here’s a news flash for you… TIMES HAVE CHANGED! But here is the good news… it still can be simple and inexpensive to generate leads if you crack today’s lead generation code! The trick is to know what works and what doesn’t in today’s new marketplace.That’s exactly what we will be discussing in this fast paced session presented by Dave Yoho and David Alan Yoho, from Dave Yoho Associates along with other guest industry experts. You CAN increase your lead flow and you CAN lower your marketing costs. If you are currently struggling with Lead Generation for your company…this session is for you! The webinar is part 2 of a 2 part series and will focus on what is REALLY working in the field to generate leads.
During this important webinar you will discover…
- Creating new methods to get response from leads received via the internet (why your email responses aren’t working)
- You have a website, so why isn’t it producing sufficient leads?
- Why most scripts for lead intake and appointment setting fail
- “Call back scripts” for rehash – and – cancel/saves
- Is “print” and “Yellow Pages” advertising dead?
- How to make “radiation marketing” work every time
- More on social media and Google applicable to businesses of any size
- How canvassing, shows, events (face-to-face marketing) can acquire a better issue and sit rate
- What impact your ‘response time’ has on your internet leads (this will stun you)
- Methods to increase your referrals
- The right mix between “Online” and “Offline” marketing strategies
- Much More!
To Sum Up… If you’re not generating enough leads for your salespeople AND/OR if your lead and marketing costs are too high, don’t miss this important educational event. Let us give you actionable ideas on how you can CRACK the CODE on your lead generation efforts!
(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
PRESENTED BY:
It’s ALL About Leads: Your 5 Step Marketing Blueprint for 2012!
It’s ALL About Leads: Your 5 Step Marketing Blueprint for 2012!
Presenter: Tim Musch, Director of Business Development, MarketSharp SoftwareArchive Date: December 6, 2011
Let’s face it… Our business is changing at warp speed… especially things related to marketing, advertising and sales. As 2011 winds down, it’s a great time to “reflect”, “regroup” and finally “repurpose” your business for 2012.
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In this webinar, Tim Musch, Director of Business Development from MarketSharp will detail the five basic steps to effective planning to help level out the peaks and valleys in your business and provide a steady flow of ‘ready to buy’ leads. At the conclusion of this webinar, you WILL be able to plan out an effective marketing program for 2012!
And get this… we will show you a way to grow your business by 61% in 2012 while only getting 10% better at what you do! Really, we will!
We will brainstorm strategies and tactics designed to flat out WORK in today’s marketplace. As a bonus for attending, you will receive three powerful planning and implementation tools (these are VERY cool) absolutely free that will help make achieving your 2012 goals a breeze.
Part 1: Cracking the CODE on Lead Generation!
Part 1: Cracking the CODE on Lead Generation for 2012! What’s Working… What’s Not?
Presenter: Dave Yoho & David Alan Yoho, Dave Yoho Associates plus 3 guest industry experts!Archive Date: November 15, 2011
View Recorded Webinar Now!
Remember the good ole days when lead generation was EASY and CHEAP? You placed an inexpensive ad, the phone rang, you set an appointment and your salespeople closed the sale… repeat process!! Well, here’s a news flash for you… TIMES HAVE CHANGED! But here is the good news… it still can be simple and inexpensive to generate leads if you crack today’s lead generation code! The trick is to know what works and what doesn’t in today’s new marketplace.
That’s exactly what we will be discussing in this fast paced session presented by Dave Yoho and David Alan Yoho, from Dave Yoho Associates along with other guest industry experts.
You CAN increase your lead flow and you CAN lower your marketing costs. If you are currently struggling with Lead Generation for your company…this session is for you! The webinar is part 1 of a 2 part series and will focus on what is REALLY working in the field to generate leads.
During this important webinar you will discover… Read more…
Remodelers: Generate MORE Sales From Your EXISTING Leads!
Remodelers: It’s TIME To Sweat the Small Stuff – The Top 5 Things You Can Do TODAY to Generate MORE Sales From Your EXISTING Leads!
Presenter: Rich Harshaw, CEO of Monopolize Your MarketplaceArchive Date: September 28, 2011
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Question: Are you finding that generating enough leads for your business is getting tougher and tougher?
If you’re like most remodelers, the answer to the above question is probably a resounding… YES! Lead costs are rising dramatically. Additionally, ‘marketing clutter’ has substantially diminished response rates on the ‘tried and true’ advertising/marketing methods of yesteryear. Bottom line… LESS results while spending MORE money!
So what gives? Is there a solution to this industry-wide dilemma?
Fortunately YES!… and that’s exactly what we will be discussing in this fast paced webinar presented by Rich Harshaw, author of “Monopolize Your Marketplace” and top industry consultant. Rich has identified 5 specific strategies that will all contribute to a much higher conversion rate of the leads you are currently generating! The good news is that your competitors are likely NOT taking advantage of these strategies.
Maximizing Lifetime Customers!
Maximizing Lifetime Customers: The 5 Step Action Plan for Driving More Referral and Repeat Sales!
Presenters: Tim Musch from MarketSharp Software and Brian Kaskavalciyan from gFOUR Marketing Group Archive Date: July 27, 201Would You Like To Increase Your Repeat/Referral Business by 25% or More?
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Don’t You Just LOVE It When…
… Your phone rings and it’s one of your past customers telling you about their brother who’s ‘ready to go’ with a project just like theirs? Or how about seeing a past client at a home show who wants to go ahead with the rest of the windows in their home?
Repeat and Referral Business! It just doesn’t get any better OR more profitable. But the question is… Are you getting as much repeat and referral business as you can? Chances are, you’re NOT! I can tell you without hesitation that most businesses don’t get anywhere near the referrals and repeat sales they could be getting, or should be getting. And more than likely, your business is no exception.
For most home improvement companies this an opportunity that could be worth thousands, maybe even hundreds of thousands in additional sales and profits. Some companies are getting 30%, 40% or even 50% of their business from past customers and referrals!
How? That’s exactly what Tim Musch from MarketSharp Software and Brian Kaskavalciyan from gFOUR Marketing Group will be presenting in this timely webinar titled “Maximizing Lifetime Customers: The 5 Step Action Plan for Driving More Referral and Repeat Sales!”.
During this important webinar you will discover… Read more…
Remodelers: ‘Turn Data Into Dollars’ Webinar
Remodelers: Turn Data into Dollars!
A 60 Minute Glimpse of MarketSharp M – Remodeling CRM Software!
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It’s really time to ‘rethink marketing’ as we’ve known it. Consider this… over the past few years the way people buy has changed dramatically, but, most companies are still using the same outdated strategies and methods in their way of doing business. This HAS to change!
In this special webinar, Tim Musch – Director of Business Development at MarketSharp Software, will detail easy-to-implement strategies guaranteed to result in more leads and more sales for your business. Online Remodeling Software, MarketSharp Software Webinar
See MarketSharp M – Live In-Action… you’ll get all the details about the AMAZING new features and functionality within the new web-based MarketSharp M! The best part… You’ll walk away with info on how to properly align your marketing and sales efforts with TODAY’s consumer which is critical for success in today’s changed marketplace.
