MAKING THE ACT OF SELLING EASIER
As sales representative for about 20 years different industries although the last 15 in franchise sales. I have read a total of about 500 books mostly sales and leadership, however I have not found one book that has as a title "When I Grow Up I Want To Be A Salesman."
Why? It's extremely hard work. If there was a kid's book out there with that title, in 15 or 20 years there would be no salespeople.
However, some of the aspects of "selling" can be made easier, and you can start by saying "What steps must I take to make my job easier?"
SETTING INTERMEDIATE GOALS
In franchise sales, if you want to be more successful, you must at first define the various activities in which you engage that make you successful. Once defined, set up intermediate goals. Since everything starts with prospective franchisee contacts, set a new weekly goal of 30 more contacts. Break down this weekly goal into 5 daily goals of 6 calls, and further break it down to 3 more each morning and each afternoon. Once in this form, it is easily accomplished.
CHANGING THE PURPOSE OF THE CONTACT
If you're getting blown away quickly and often by prospects for whatever reason, change the tactics. Call to set up an appointment to call back. Ask for permission to send some introductory materials-even if it's just a letter of introduction. Call back everyone who told you "no" in the past 90 days to find out why they weren't interested in our franchise opportunity Jantize America Area Developer Franchise. Do a survey of interested but hesitant prospects to find out why they are procrastinating. (You can gather extremely valuable information in the guise of research...)
DEVELOP A ZERO-TOLERANCE FOR FAILURE
It is reported that when Sir Edmund Hillary climbed Mt. Everest, he was only able to do so because he set goals of "x" number of realistic feet per day that he thoroughly believed he could accomplish. Thinking about successfully selling 15 to 50 new franchises per year is like climbing a 29,000 foot mountain. But, who could not handle 3 more calls per half day...Go one foot at a time.
GREAT QUOTE FROM HENRY FORD: " Whether you think you can, or think you can't- you're right."
Thursday, March 26, 2009
Wednesday, March 4, 2009
Franchise Sales Tip #2 Who's Hot & Whos Not
“HOW TO TELL WHO'S HOT/ WHO'S NOT”
If you are working with a lot of potential franchise buyers, it can sometimes be difficult to determine "who's hot and who's not". A gut level feeling will usually point you to the hottest of the buyers, but how can you selectively and objectively determine how to rank all of them so you apportion your time properly? Do you rank your prospects "A", "B", "C"? 1-10? Based on what criteria? How many different aspects? How do you weight the various factors?
You might want to consider using the "R.I.P." Method of ranking prospects. As you will see, "R.I.P." is an acronym that can have a double meaning.
There are only four important factors that you need to consider when dealing with each individual franchise prospect: (1) Timing, (2) Decision making ability, (3) Money, and (4) Interest level in our Jantize America Master Franchise. These are the only factors going through your prospect's mind; as a Jantize America Franchise Sales Counselor, you need to measure accurately where your prospect stands with these issues.
1) TIMING has to do with "when your prospect anticipates going into business", and a 'right away' certainly carries more weight than a 'some day'.
2) DECISION MAKING ABILITY is concerned with 'how many people are going to be involved in making the decision'...the more people involved lessens the chance of getting to YES. (If the prospects wife does not know he is looking into buying a franchise he is not qualified.) #1 Question what does your wife think of the franchise?
3) The MONEY issue (the least changeable issue by you) can range from 'have' to 'no-way'. If you’re serious about owning your own business, please fax me your resume and financial statements to see if you’re qualified for the Jantize America Master Franchise. (If they don’t send the financials info they are not qualified)
4) INTEREST LEVEL in Jantize America, while important, is the most easily changed of all four factors. It is your job to sell the concept. So, ask these questions
1) Are you looking for a business in a stable industry with fast growth that will provide you with long term security, and unlimited potential?
2) You would like to be part of a ground floor opportunity that you can believe in and offer a service that will be of great benefit to others?
3) Do you have a desire to be a leader and help others?
While the purpose of "R.I.P." is to help you determine "how and where" you should spend your time, keep in mind that things change in prospect's lives -and rankings can and do change.
What does "R.I.P." stand for? Overall, it means that RANKING IMPROVES PRODUCTIVITY.
On the low end of the scale...where prospects receive very low scores, it obviously means: REST IN PEACE. And don’t waste your time!
If you are working with a lot of potential franchise buyers, it can sometimes be difficult to determine "who's hot and who's not". A gut level feeling will usually point you to the hottest of the buyers, but how can you selectively and objectively determine how to rank all of them so you apportion your time properly? Do you rank your prospects "A", "B", "C"? 1-10? Based on what criteria? How many different aspects? How do you weight the various factors?
You might want to consider using the "R.I.P." Method of ranking prospects. As you will see, "R.I.P." is an acronym that can have a double meaning.
There are only four important factors that you need to consider when dealing with each individual franchise prospect: (1) Timing, (2) Decision making ability, (3) Money, and (4) Interest level in our Jantize America Master Franchise. These are the only factors going through your prospect's mind; as a Jantize America Franchise Sales Counselor, you need to measure accurately where your prospect stands with these issues.
1) TIMING has to do with "when your prospect anticipates going into business", and a 'right away' certainly carries more weight than a 'some day'.
2) DECISION MAKING ABILITY is concerned with 'how many people are going to be involved in making the decision'...the more people involved lessens the chance of getting to YES. (If the prospects wife does not know he is looking into buying a franchise he is not qualified.) #1 Question what does your wife think of the franchise?
3) The MONEY issue (the least changeable issue by you) can range from 'have' to 'no-way'. If you’re serious about owning your own business, please fax me your resume and financial statements to see if you’re qualified for the Jantize America Master Franchise. (If they don’t send the financials info they are not qualified)
4) INTEREST LEVEL in Jantize America, while important, is the most easily changed of all four factors. It is your job to sell the concept. So, ask these questions
1) Are you looking for a business in a stable industry with fast growth that will provide you with long term security, and unlimited potential?
2) You would like to be part of a ground floor opportunity that you can believe in and offer a service that will be of great benefit to others?
3) Do you have a desire to be a leader and help others?
While the purpose of "R.I.P." is to help you determine "how and where" you should spend your time, keep in mind that things change in prospect's lives -and rankings can and do change.
What does "R.I.P." stand for? Overall, it means that RANKING IMPROVES PRODUCTIVITY.
On the low end of the scale...where prospects receive very low scores, it obviously means: REST IN PEACE. And don’t waste your time!
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