Find Franchise Success with Connecting...Not Selling
Find Franchise Success with Connecting...Not Selling
So many franchise owners are attracted to entrepreneurship because they like what the business concept represents. These owners might choose a concept like Hand and Stone Massage Spa because of their own belief in wellness. Or they may choose a concept like Happy Tails Dog Spa because of their own affection for pets.
While they come to their role as a believer of the concept they buy into, they do not necessarily have the skills they need to sell themselves and their services, which are the very skills they need to keep the business alive.
In fact, many small business owners, amongst them franchisees, lack the 'selling gene' and are wary of selling.
This is a typical phenomenon. Most humans have had uncomfortable selling experiences at one time or another.
The truth is that when owners replace the word 'selling' with the word,'connecting', the give and take of information becomes a lot easier.
And if owners take the time to really form a good relationship with their prospect, they can easily move that relationship to the next step...which is partnership.
Once business owners envision the process they are moving through as a partnership, they are more apt to create trust, open communication and joint problem solving with their prospects.
And with these characteristics in place, the partnership has a good chance of going the distance.
Find Franchise Success with ConnectingNot Selling - To learn more about this author, visit Flo Schell's Website.
Like this article? Share it with your friends
With many individuals transitioning from Corporate America to entrepreneurial ventures, it is no surprise that new franchised businesses are springing up everywhere.
So many franchise owners are attracted to entrepreneurship because they like what the business concept represents. These owners might choose a concept like Hand and Stone Massage Spa because of their own belief in wellness. Or they may choose a concept like Happy Tails Dog Spa because of their own affection for pets.
While they come to their role as a believer of the concept they buy into, they do not necessarily have the skills they need to sell themselves and their services, which are the very skills they need to keep the business alive.
In fact, many small business owners, amongst them franchisees, lack the 'selling gene' and are wary of selling.
This is a typical phenomenon. Most humans have had uncomfortable selling experiences at one time or another.
The truth is that when owners replace the word 'selling' with the word,'connecting', the give and take of information becomes a lot easier.
And if owners take the time to really form a good relationship with their prospect, they can easily move that relationship to the next step...which is partnership.
Once business owners envision the process they are moving through as a partnership, they are more apt to create trust, open communication and joint problem solving with their prospects.
And with these characteristics in place, the partnership has a good chance of going the distance.
Find Franchise Success with ConnectingNot Selling - To learn more about this author, visit Flo Schell's Website.
Like this article? Share it with your friends
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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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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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Michel NerayMichel Neray has over 25 years of experience as an award-winning copywriter, an Internet pioneer, a tradeshow pitchman and a senior sales and marketing executive. An online pioneer, he was one of the first marketing professionals to embrace the Internet by building websites as early as 1993. In 1994, Michel co-authored a book entitled "The Great Crossover: Personal Confidence in the Age of the Microchip", which made it to Jack Canfield's Achiever's Recommended Reading List. Michel founded Portfolios.com in 1995, the world's first online source directory for creative professionals and one of the first websites based on community generated content. Since creating The Essential Message in 2003, Michel has helped thousands of independent professionals and entrepreneurs as well as growing corporations find a better way to differentiate, position and brand themselves. In 2005, his chapter "Everything Starts With A Conversation" was selected as the lead for the book, "Sales Gurus Speak Out" and re-published in 2008 for 'Awakening The Workplace Volume 3'. He is also a co-author of "In the Company of Leaders" (2008) with 40 top North American leadership experts. - Visit Michel Neray's Website |
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 Flo Schell (Visit Flo's Website) Flo Schell, EdM, is Founder of Franchise Coaching Systems and author of Stop Selling Start Clicking (MP Press, 2006). Ms. Schell has been featured in Success magazine and The Wall Street Journal. She is the former Vice President of Franchise Development for Sylvan Learning Systems. Sign up for free newsletters geared toward latest trends in sales and franchising at www.FloSchell.c om. Learn more about her new book at w ww.stopsellingstartclicking.com
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