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FRANCHISE SELLING TIPS: # 4

Guest post by: Paul Dorsey

Article Overview: FALSE VERSUS REAL OBJECTIONS When "selling" Jantize America franchises, you will constantly be encountering false and real objections. If you give up with the first "false" one you receive from a prospect, you are not only possibly losing a great Master franchisee for Jantize America, you are doing your prospect a great injustice....

FRANCHISE SELLING TIPS: # 4

FALSE VERSUS REAL OBJECTIONS When "selling" Jantize America franchises, you will constantly be encountering false and real objections. If you give up with the first "false" one you receive from a prospect, you are not only possibly losing a great Master franchisee for Jantize America, you are doing your prospect a great injustice....

Why? Because we are all basically procrastinators at heart, we are most comfortable not making decisions of any kind. It is easier to not choose...even between easy alternatives. In your sales process (despite what you may have been taught), your role is not just to cleverly overcome all the objections you receive, but rather get the sale done!

The prospect may not even be aware of "why" he/she is resisting you. One thing is for certain though: If you do not use a lot of care when dealing with the objections, the prospect may resent your every effort...even though they may be interested in what you have to offer.

When dealing with almost any objection, what the prospect is really saying is: "Give me some good reasons why we should go further, and I will".

FALSE OBJECTIONS: In this category fall all objections that just don't make any sense whatsoever, such as (1) " I'm not interested ", (2) " I need to think it over ", (3)" I'm not ready to do anything at this time ". Until you deal effectively with these non-reasons, most prospects will continually reel off an unending list of them. Lets deal with them individually, with an appropriate response, but preface all of them with

"I KNOW HOW YOU FEEL"

(1) "Let me ask you, Mr. Prospect, exactly what is it about our franchise that you are not interested in?

(2) "Tell me, Mr. Prospect, what is it that you will be considering while you are thinking about it?",

(3) " Could you give me an idea of what may be happening between now and then that would allow you to proceed?"

The preceding three non-issues are heard every day, and unless you deal with them effectively you will never get to the REAL issues. Too many franchise sales people knuckle under, fold their tent, and pack their bags with the slightest resistance. IF YOU DO THIS, YOU ARE LOSING HALF YOUR SALES.

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Article Tags: franchise, franchise sales, master franchisee



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