FRANCHISE SELLING TIPS: #14
WHEN THEY SAY "NO"IT'S ALWAYS A FUNCTION OF PRICE
It's true. Viable candidates will either not have enough money for your particular franchise opportunity, or won't want to give it to you because they perceive the value of what you have is not high enough in their mind to justify your "price". It's always the money - based on perception of value.
With that in mind, you've got to do one of two things: Lower your price, or increase your value. Since franchisors seldom run "sales", here's what you need to do to increase perceived value
FOCUS ON R.S.Q.
Rapport: Truly the backbone of consultative and relationship based selling techniques. The more your candidate trusts and begins to like you, the better chance you have. When they begin to trust you, YOU are the value added that increases perceived value.
Service: "What are you going to do for me after I buy" is the single most important question in a candidate's mind prior to making a decision. Effectively "selling" the quality of your on-going service, training, and support is a tremendous value builder. Plug your prospects into your "service" department early in the cycle. Demonstrate the support!
Quality: How well you show, explain, or validate how the quality of your product or service exceeds your candidate's expectations is vital. It isn't just important that you have advantages over the competition...how well will it exceed what your candidate needs it to do? Under promise and over deliver.
ALL PROSPECTIVE FRANCHISEES LISTEN TO THE SAME RADIO STATION: WIFM: AKA
(What's in it For Me.)
