FRANCHISE SELLING TIPS: # 2
Whether you are making your first call to a Jantize America prospect, 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 yours? 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 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 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)
4)Let me send you some info. ..............................Whats your email set the time for the 2nd call.