Franchise Organizations Secret Shop Employees

It’s travel season … last week Washington, DC for Franchise Appreciation Day and this week Franchise Update’s annual Franchise Development Conference at the Drake Hotel in Chicago, IL. The conference agenda is helping owners of franchise organizations (in a peer to peer environment) understand the present franchise sales environment and gain valuable insight for improving their organizations and sales success. By registering, franchisors are also agreeing to be “secret shopped” and compared to their peers, a very worthwhile exercise if you haven’t done it lately. Something I picked up and thought I would pass along is a recommended sales process – I think it’s applicable for any organization involved in relationship selling:

  • Be prompt (call back prospects within a few hours if possible. Definitely within 24 hours)
  • Be enthusiastic
  • Be personable
  • Follow a process
  • Collect the basics! (name, address, phone, email)
  • Qualify your prospect (are they really prospects?)
  • Present the next step (i.e. Let’s talk again on Oct 6 at 1p. Does that work for you?)
  • Deliver on your promises (if you agreed to send an email or package, do it!)

Check to see if your sales staff is hitting on all cylinders – it will pay significant dividends down the road.

Total
0
Shares
Related Posts
customer experience
Read More

7 Ways To Improve the Customer Experience

Impressing customers is significantly more challenging than it seems. How challenging? Research by Gartner shows that more than 70% of customer experience experts have trouble moving the buyer loyalty and engagement needle. Increased consumer resistance...
Read More

One Quick Website Fix to Gain More Leads

To gain more leads, you’ll need your website visitors to take a specific action. The problem is that many of them don’t want to sign up, fill in your contact form or pay now. This...
Read More

Reporter Garret Ellison on Stamp Sand and Lake Superior

On this segment of "The Pre W. Smith Show," MLive reporter Garret Ellison and Jeff Sloan discuss how stamp sand is affecting Lake Superior. It's an ecological disaster. Listen to the conversation on the Great...
website design
Read More

How to Leverage Website Design as a Startup

Your website is one of your most important assets as a startup. It’s the place where your target audience can learn more about who you are as a company, what you have to offer, and...