The 2nd Call

SETTING CLEARLY DEFINED GOALS

Whether you are making your first call to a Jantize America Area Develeloper canidate, doing follow-up work, at a seminiar, or attending a trade show, you must have clearly defined goals. Without these GOALS, you'll be like a boat without a rudder...sure, you'll chug and steam your way around, but it will be in circles, and you will never reach your destination.

Each activity must have a starting point, a mid-point, and end.

MAKING THAT FIRST CALL TO A PROSPECT

What is the real objective here?
Is it to sell a franchise? No.
Is it to find out if they want to buy ? No.
Is it to explain everything about your franchise to them? No.

Look back on all the "first" calls you've made to Jantize America prospects, and what has been the outcome that consistently leads to a sale? (Its very simple, so don't think too hard on this)

The consistent outcome of that first call that ultimately resulted in a sale was that you got to speak to that prospect a second time.

So, if that "outcome" leads to sales, why not set that as your sole (ONLY) goal for the first call.
What does it take to speak to that person again?
What's the magic ingredient?

Only one thing: ATTITUDE.

CREATING THE RIGHT ATTITUDE
The right attitude will always revolve around your knowing and believing in your heart of hearts that it is in your prospect's best interest to buy what you have to sell and that is a Jantize America Area Developer Franchise.

That "knowing and believing" (or the lack thereof) attitude can make an 85% difference in bottom line results. Do you know the concept of Jantize? Do you believe in the concept?

So if you go into that first call knowing and believing there will be a second call because the prospect needs that second call, there will be one. How do you "sell" that second phone call? You don't. Let the prospect create the need for you to call.


Creating a need

Its a waste of your Jantize America prospect's valuable time to make a lot of "smalltalk" during your initial call. (This is after you’ve qulified the procpect)

You are calling for a very specific reason-to set up that second call and here's all you know going into that first call:
(1) Neither one of you know enough about Jantize America or each other to make any decisions.

(2) They (your prospects) are in search of "something". Is it a business, a franchise, freedom, time, or family

(3) You also know and believe that Jantize America could be of great benefit to them and others they will affect.

(4) You also know by now that prospects will procrastinate over the simplest of decisions. So, ask these questions:
A) Are you looking for a business opportunity in a stable and growing industry that can provide you with long term security? (Pause)

B) Do you know enough about area developers or Jantize America master franchise business to totally eliminate it from consideration? (Pause)

3) Doesn't it make sense to invest a little time to find out so that you don't make a mistake by not considering it? (Pause)

Let me send you some info. Whats your email.

Set a time and date to call me back fo rth 2nd call or meeting.

FINDING THE BUYING MOTIVE

FRANCHISE SELLING TIPS: # 12
(FINDING THE BUYING MOTIVE)

The heartbeat and brainwaves of a franchise prospect during the sales cycle look like an electrocardiogram...lots of peaks, and yes, lots of valleys. A professional approach to sales will require that you play a very active role in the direct management of those peaks and valleys. Part of your P & V management will include an understanding of buying motives...or "why people buy". Prior to that discussion, though, it's important to discern when the high points and low points occur for your prospect in the cycle.

Really "High Points" occur at only a few places:
(1) When the individual first considers the purchase of a franchise;
(2) When they sign the agreement.

The balance of the time may be spent in a variety of "Low Points":
(1) When they receive and look at the "disclosure" and "franchise agreement";
(2) When they call existing franchisees and don't get the kind of validation you had hoped for;
(3) When their friends tell them they're nuts to even consider it!

You must be in "sync" with your candidate's highs and lows, acknowledge their existence, and fully understand "why people buy" to effectively manage the sales cycle.

There are only 6 reasons why people will ultimately buy anything:

1. DESIRE FOR APPROVAL: Buying and owning a franchise will create a lot of approval from "peers"- which provides the franchise owner with feelings of affection. Ask: "What would your friends/business associates think if you owned this franchise?"

2. PLEASURE: Comfort, fun, good attitude, happy. Ask: "It would be very enjoyable for you to own this franchise, wouldn't it?"


3. PRIDE: This comes from a desire to possess -which is basic greed! Ask: " Owning this franchise would be a feather in your cap, wouldn't it?"

4. PROFIT OR GAIN: Making money...a universal agenda. Ask: "Would the kind of return you anticipate from this investment help your financial picture?"


5. AVOIDANCE OF PAIN: People will go to great lengths to protect themselves from pain. Ask: "This franchise has the ability to give you what you need right now, doesn't it."
6. FEAR OF LOSS: The most important buying motive of all: Security. Ask: " How will you feel if this location is not available tomorrow?"

MANAGE THE SALES CYCLE BETTER THROUGH UNDERSTANDING "WHY" THEY BUY!