TESTING THE OBJECTIONS "Lets Imagine Tip #4

FRANCHISE SELLING TIPS: # 4

What are objections, anyway? Are they statements that prospective buyers of our franchise make to indicate that they are really not interested in your opportunity? Probably not. Pure and simple, objections are questions regarding our program that the prospect needs clarified before he or she can be comfortable in making a positive buying decision.

"Let's Imagine" is a great way to determine whether this objection is real or not. Are you aware that oftentimes the prospective buyer of any franchise doesn't even know what his/her real objection is? So, along with our finding out what is at the heart of the matter, "let's imagine" will often help our prospective franchisee sort through their agenda to determine the true problems with which they are struggling.

In the first place, don't jump all over your prospect when you hear an objection. Sometimes in the franchise sales business we hear so many of them we may develop a defensive tendency... be careful. Listen to them, and acknowledge what you heard them say. Then use the following language:
" let's imagine for a minute that I could answer this concern to your complete satisfaction. If I could do that, would you then be ready to have us consider you as a candidate for our franchise?"

At this point, you must be absolutely quiet and let them answer the question; they will either give you a "Yes" or a "No". If they say "Yes", first ask them: "Are you sure?" Then, answer the concern, all the while creating benefits along the way. Have other prospects felt this way? Tell them so. Have you heard this concern before? If "yes", say so. Are you answering it thoroughly? Be prepared for minor clarifications. After dealing with the issue, ask them if they understand what you have said, and if they see now that their concern is laid to rest.

If you get a "No", then you have to find out what other concerns are blocking your path. How do you find out? Ask them, and go through the same process as outlined above. You have to be the President of the Anti-Procrastinator's Club in franchise sales, because most people like to put off making the simplest decisions.

HOMEWORK ASSIGNMENT: Have you "catalogued" every objection you get? If not, you should do so right away. Script every response as well. Off every response, you should also script your "clarifications", as well as how you are going to deal with further questions that may be posed. Use a WINDOWS approach in your thought process. Got an objection? Click on the response!

Now go sell a franchise!