Franchise Selling System
Franchise selling is one of the most complex sales that most salespeople will experience. The decision to buy a franchise involves: work, lifestyle, investment, global contacts, international business standards and front line entrepreneurship. The franchise sales representatives have most of the direct contact with the franchise prospects. This means that they have most of the influence over the customer’s buying decision. Therefore, detailed qualifying, effective selling skills, structured presentation paths and strong relationship-building strategies are critical to the franchisors’ bottom line.
A proactive selling model encourages salespeople to find, qualify and sell their customers in an organised system of contact, presentation and closing which is customer motivation focused. By structuring the sales approach, salespeople become ‘conscious competent’ in all areas of the sales process and therefore feel more secure about their ability to produce consistent results and a more successful future.
Franchise Selling System© focuses on the day-to-day work habits that are essential for the franchise sales representative. This programme is intended specifically for those people, who must work in a variety of settings from offices, homes, hotels and meeting rooms to `Breakfast Presentations´ with and without technology support to make their selling presentations.
WHAT WILL YOU LEARN?
- where to find customers
- the value of a focused follow-up system
- how to present a multiple product option without confusing the customer
- an understanding of what you sell and why people buy
- how to qualify a customer for money, motivation and skills
- how to control the presentation environment
- the normal objections customers raise
- the answers you need to the objections they raise
- how to plan the work and work the plan!
WHAT WILL YOU GAIN?
Franchise Selling System© participants learn that controlling the selling process is the key to controlling the results. Building customer confidence and a strong relationship are two of the components of building a successful franchise-selling path.
WHO SHOULD ATTEND?
Franchisors, master franchisors and franchise sales representatives whose job is to sell outside of the business or office environment.
HOW LONG DOES IT TAKE?
Delegating tasks – a must for Managers