Join Todd Miller and Seth Heckman of Isaiah Industries as they host the legendary Dave Yoho, founder of Dave Yoho Associates, on the Construction Disruption podcast. In this episode, Dave, with decades of experience as a consultant, author, and speaker, shares invaluable insights on sales methodologies, customer understanding, and the importance of professionalism in the home improvement industry.
Dave also reflects on his remarkable journey, including his service as a World War II veteran, his unique entry into the industry, and his success in helping businesses thrive. Learn key advice on handling objections, improving customer communication, and achieving sales excellence. This episode is packed with wisdom for salespeople, business owners, and anyone in the home improvement sector aiming to enhance their approach and results.
Timestamps
00:00 Introduction and Welcome
01:29 Dave Yoho's WWII Experience
05:51 Post-War Life and Career Beginnings
10:02 Insights on Sales and Customer Understanding
30:05 Challenges in Modern Business
38:12 Navigating Business Models and Customer Preferences
39:38 The Role of AI and Human Element in Sales
40:00 Understanding Behavioral Profiles in Sales
40:43 The Importance of Listening in Sales
41:07 Training and Certification in Sales
41:22 Challenges in Small Companies
42:40 Fundamentals of Selling
43:49 Step Selling Explained
45:07 Effective Communication with Customers
50:26 Super Sales Training Program
52:22 The Realities of Sales
57:20 Analytics and Sales Performance
57:57 The EPO Theory and Its Impact
01:01:41 Final Words of Encouragement and Advice
01:04:19 The Importance of Fundamentals in Education and Sales
01:07:37 Rapid Fire Questions
01:12:38 Conclusion and Contact Information
Connect with Dave Online
LinkedIn: https://www.linkedin.com/in/daveyoho/
Email: admin@daveyoho.com
Website: https://www.daveyoho.com/
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This episode was produced by Isaiah Industries, Inc.
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