Banish The Fear of Selling Forever
Banish The Fear of Selling Forever
A prospect buys into a pet concept because of their affection for animals…or a wellness concept because they’re committed to health.
We like that our prospects are passionate about our concepts.
But we want them to be able to sell these concepts, too!
And that’s a whole lot tougher.
Most prospects come with a firm belief in the product or service…but a limited strength in sales and marketing.
That’s just the way it is.
Yet sales and marketing skills are the very skills they need to sell themselves and their services…the skills they need to keep the business alive!
If your franchise prospects and franchisees are like most…they are lacking the ‘selling gene’.
Here are 2 steps guaranteed to give your franchisees the courage they need to begin getting comfortable with selling…immediately:
Step 1: Be sure your franchisees know exactly who they’re selling to, what it is they’re selling, and what problems they solve for their target markets
· The elder-care services sector presents a booming example.
It’s obvious that franchisees in this sector are selling affordable and quality health and housing services to senior citizens.
In reality, they are also selling viable and comforting solutions to the baby-boomer children of these seniors.
So, in the bigger sense, franchisees in this sector are really selling emotionally-laden promises to boomers and their aging parents.
These are two very diverse target markets.
And each of these markets has its own set of problems.
They each have the typical problems that we all have…problems with time, money, and relationships.
And because we are living in the 21st century, they are faced with problems around frustration, isolation and overwhelm, too.
But on top of that…these groups are dealing with the more immediate problem of finding suitable living and/or medical arrangements…and the even bigger problem of dealing with death and dying.
It doesn’t get much tougher than this!
Wouldn’t it be smart if these franchisees could articulate exactly what problems they solve and why they do it better than the rest?
So that when they are contacted by a prospect…or attend a networking event…they will be able to quickly and effectively say what they do.
Take the Coaching Challenge
Help your franchisees to clearly identify their target markets. Have them make a list of every single problem they are solving for their target markets, from the obvious to the less obvious. Then have them write the answer to these 2 questions: What does their business do? How does it do it better than the rest?
Step 2: Help your franchisees to re-define the word ‘selling’ so that it is comfortable for them and for their customers.
· As mentioned, many franchisees do not come to the table with sales and marketing skills.
Some of your franchisees will be born extroverts, but just as many will be introverts or somewhere-in-between.
It’s scary enough being the new owner of a business without having to approach prospective customers and sell them on the business too.
It is a fact that many franchisees are uncomfortable with the notion of selling their concept to others.
Especially when the business is their own, because then rejection feels more personal.
Wouldn’t it be great if franchisees could understand that selling is nothing more than the creation of a new relationship?
And that this is something they already know how to do.
Franchisees can be armed with positive solutions to the selling dilemma.
Help them to locate resources such as books, seminars, and audio programs dedicated to relationship selling.
And watch their confidence grow!
Take the Coaching Challenge
Have your franchisees look up the definition of the word ‘selling’. Notice that there is nothing nasty in that definition at all. Now have them list every quality and characteristic that contributes to a positive sales experience. Help them to take on the challenge of creating a sales process that is comfortable for both them and for their customers.
Banish The Fear of Selling Forever - To learn more about this author, visit Flo Schell's Website.
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We know that franchise prospects are attracted to entrepreneurship because they like what the business concept represents.
A prospect buys into a pet concept because of their affection for animals…or a wellness concept because they’re committed to health.
We like that our prospects are passionate about our concepts.
But we want them to be able to sell these concepts, too!
And that’s a whole lot tougher.
Most prospects come with a firm belief in the product or service…but a limited strength in sales and marketing.
That’s just the way it is.
Yet sales and marketing skills are the very skills they need to sell themselves and their services…the skills they need to keep the business alive!
If your franchise prospects and franchisees are like most…they are lacking the ‘selling gene’.
Here are 2 steps guaranteed to give your franchisees the courage they need to begin getting comfortable with selling…immediately:
Step 1: Be sure your franchisees know exactly who they’re selling to, what it is they’re selling, and what problems they solve for their target markets
· The elder-care services sector presents a booming example.
It’s obvious that franchisees in this sector are selling affordable and quality health and housing services to senior citizens.
In reality, they are also selling viable and comforting solutions to the baby-boomer children of these seniors.
So, in the bigger sense, franchisees in this sector are really selling emotionally-laden promises to boomers and their aging parents.
These are two very diverse target markets.
And each of these markets has its own set of problems.
They each have the typical problems that we all have…problems with time, money, and relationships.
And because we are living in the 21st century, they are faced with problems around frustration, isolation and overwhelm, too.
But on top of that…these groups are dealing with the more immediate problem of finding suitable living and/or medical arrangements…and the even bigger problem of dealing with death and dying.
It doesn’t get much tougher than this!
Wouldn’t it be smart if these franchisees could articulate exactly what problems they solve and why they do it better than the rest?
So that when they are contacted by a prospect…or attend a networking event…they will be able to quickly and effectively say what they do.
Take the Coaching Challenge
Help your franchisees to clearly identify their target markets. Have them make a list of every single problem they are solving for their target markets, from the obvious to the less obvious. Then have them write the answer to these 2 questions: What does their business do? How does it do it better than the rest?
Step 2: Help your franchisees to re-define the word ‘selling’ so that it is comfortable for them and for their customers.
· As mentioned, many franchisees do not come to the table with sales and marketing skills.
Some of your franchisees will be born extroverts, but just as many will be introverts or somewhere-in-between.
It’s scary enough being the new owner of a business without having to approach prospective customers and sell them on the business too.
It is a fact that many franchisees are uncomfortable with the notion of selling their concept to others.
Especially when the business is their own, because then rejection feels more personal.
Wouldn’t it be great if franchisees could understand that selling is nothing more than the creation of a new relationship?
And that this is something they already know how to do.
Franchisees can be armed with positive solutions to the selling dilemma.
Help them to locate resources such as books, seminars, and audio programs dedicated to relationship selling.
And watch their confidence grow!
Take the Coaching Challenge
Have your franchisees look up the definition of the word ‘selling’. Notice that there is nothing nasty in that definition at all. Now have them list every quality and characteristic that contributes to a positive sales experience. Help them to take on the challenge of creating a sales process that is comfortable for both them and for their customers.
Banish The Fear of Selling Forever - To learn more about this author, visit Flo Schell's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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