Five Empowering Principles for Conversation in Franchise Sales
Five Empowering Principles for Conversation in Franchise Sales
Now this worked really well for me and I’m not complaining, but I often think now how different the conversation might have gone if I started off something like this: “So tell me, what is it that you really want in a business?” And then I’d listen really, really carefully. I might say a word or two to express that I was hearing them, but basically I’d just let them talk.
When they were completely through, I might say some words of affirmation, like “That’s great! or “You’ve obviously given that some good thought.” Then I might ask them, “Why do you want this business?” And again I would listen and listen and respond from my best place with understanding and agreement.
Then I might ask, “How will your life be different when you get this business?”
I’d listen to the dreams of this prospect. I’d totally understand what they were looking for, where they were coming from, and what they’re hoping for — before I gave my animated speech about my business.
Imagine how that prospect would be feeling: heard and honored and clear about their own intentions for the business.
Later, I might ask, “What resources will you need to get there?”
Here, I’d be ferreting out any objections that might be standing in their way so that finally I could ask, “How can I help you get there?”
Let’s review those questions:
-What is it you really want in your business?
-Why do you want this business?
-Once you get your business, how will your life change?
-What resources do you need to get your business off the ground?
-How can I help you get there?
What do these questions do?
-They get right to the heart of the prospect, right away.
-They create a sense of intimacy right away.
-They are based on listening more than talking.
-They open up objections right away.
That’s powerful stuff.
I may not use this same approach with everyone, but in my work with my personal and business clients, I do ask provocative questions early on.
I may start by asking, “What’s up with you?” But as they’re answering I’m listening really, really actively. I’m listening for how they’re saying something, what they’re not saying, and what kind of emotion I’m hearing behind the words.
I’m listening for clues as to where to go next, which might be, What’s really up about this? What else is going on here?
And then, after we’ve gotten to the basis of the issue, I might ask, “How will it feel to figure this out once and for all? What’s standing in your way? Shall we go down this road together?”
Beginning to get the picture? The form of communication used in this model is more provocative than we’re used to. It’s also clean and clear and to the point.
So remember these five empowering principles for conversation:
1. Listen more than you speak.
2. Listen really carefully and ask questions to understand what the other person is saying.
3. Rather than offering unsolicited advice, ask permission to share a new perspective, and remind
the person that they are free to accept what works for them and throw away the rest.
4. Before sharing that view, check into your head for intellectual guidance and check into your heart to be sure your words will be accepted in the way you mean them.
5. Then speak from your very best place.
Five Empowering Principles for Conversation in Franchise Sales - To learn more about this author, visit Flo Schell's Website.
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In my franchise sales days I had a phrase that I consistently used as an opener on my initial inquiry call with a franchise prospect. I would begin our conversation by asking, “How familiar are you with Sylvan Learning Centers?” And then, whatever their answer, whether they said “very” or "not at all," I would move into an animated dialogue about the wonders of Sylvan.
Now this worked really well for me and I’m not complaining, but I often think now how different the conversation might have gone if I started off something like this: “So tell me, what is it that you really want in a business?” And then I’d listen really, really carefully. I might say a word or two to express that I was hearing them, but basically I’d just let them talk.
When they were completely through, I might say some words of affirmation, like “That’s great! or “You’ve obviously given that some good thought.” Then I might ask them, “Why do you want this business?” And again I would listen and listen and respond from my best place with understanding and agreement.
Then I might ask, “How will your life be different when you get this business?”
I’d listen to the dreams of this prospect. I’d totally understand what they were looking for, where they were coming from, and what they’re hoping for — before I gave my animated speech about my business.
Imagine how that prospect would be feeling: heard and honored and clear about their own intentions for the business.
Later, I might ask, “What resources will you need to get there?”
Here, I’d be ferreting out any objections that might be standing in their way so that finally I could ask, “How can I help you get there?”
Let’s review those questions:
-What is it you really want in your business?
-Why do you want this business?
-Once you get your business, how will your life change?
-What resources do you need to get your business off the ground?
-How can I help you get there?
What do these questions do?
-They get right to the heart of the prospect, right away.
-They create a sense of intimacy right away.
-They are based on listening more than talking.
-They open up objections right away.
That’s powerful stuff.
I may not use this same approach with everyone, but in my work with my personal and business clients, I do ask provocative questions early on.
I may start by asking, “What’s up with you?” But as they’re answering I’m listening really, really actively. I’m listening for how they’re saying something, what they’re not saying, and what kind of emotion I’m hearing behind the words.
I’m listening for clues as to where to go next, which might be, What’s really up about this? What else is going on here?
And then, after we’ve gotten to the basis of the issue, I might ask, “How will it feel to figure this out once and for all? What’s standing in your way? Shall we go down this road together?”
Beginning to get the picture? The form of communication used in this model is more provocative than we’re used to. It’s also clean and clear and to the point.
So remember these five empowering principles for conversation:
1. Listen more than you speak.
2. Listen really carefully and ask questions to understand what the other person is saying.
3. Rather than offering unsolicited advice, ask permission to share a new perspective, and remind
the person that they are free to accept what works for them and throw away the rest.
4. Before sharing that view, check into your head for intellectual guidance and check into your heart to be sure your words will be accepted in the way you mean them.
5. Then speak from your very best place.
Five Empowering Principles for Conversation in Franchise Sales - To learn more about this author, visit Flo Schell's Website.
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan'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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Joe DagerJoe Dager is President of Business901, a progressive coaching company providing no-nonsense direction in areas such as Lean Six Sigma Marketing and organized referral marketing. What others say: In the past 20 years, Joe and I have collaborated on many difficult issues. Joe’s ability to combine his expertise with “out of the box” thinking is unsurpassed. He has always delivered quickly, cost effectively and with ingenuity. A brilliant mind that is always a pleasure to work with.” - James R. If you want to learn more about Business901, start a conversation with us. We can be found @ Web/Blog: Business901.com Web/Blog: FundingYourNonprofit.com LinkedIn Profile Follow me on Twitter - Visit Joe Dager's Website |
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson'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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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - Visit Leanne Hoagland-Smith'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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