FRANCHISE SELLING TIP: #3

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."