If you are a franchise sales person perhaps you need a few pointers. You see, selling franchises is a lot different than selling other types of things and there are many reasons for this. Not only is a franchise a very high-ticket item, but it is also a lifestyle change and part of someone's American dream. Buying a franchise is also a risky endeavor, just like starting any type of business, but the franchise buyer knows this and is probably considering a franchise rather than risking their own money in starting a business from scratch. And this is why most people buy franchises. I do believe that is the most apparent reason for buying a franchise rather than going it alone actually in a small business built from the ground up. Additionally, the psychological factors of the "Fear of Loss" is alive and well in selling franchises. Franchise companies talk about this actually in seminars to train franchising salespeople. When I started my first franchising company in the 1990s, I did not know this and I took a totally different approach and I always spent my time trying to talk people out of buying a franchise if I saw hesitation, fear or anything else? Because I know that there is no easy way. My theory was that anyone can sit in the Ready Room and talk about the mission, but when the crap hits the fan, well that kind of separates out all the human spirit from the talk. Nevertheless, most of the franchising salespeople and in franchising circles talk a lot about the fear that franchise buyers have in starting their own business and although I do not approve of it most franchising salespeople use this fear to help the sales process along. Please consider this in 2006. |
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