Step 5-IMAGINE YOURSELF CONVERSING WITH EXACTLY THE TYPES OF PROSPECTS YOU SEEK

If you could talk with your ideal prospects right now, what would you like to find out about them? How would you introduce yourself? What questions could you ask to put them at ease? Would you listen more than you speak? What would you be listening for? What would you want them to know about you and your business? Preparation is good!

Step 6-BE A CONVERSATION STARTER

People love to talk about themselves! Ask some "open ended" questions. Listen to their responses. Listen some more. Now listen behind words for what is not being said. It's great to come from a place of curiosity. What can this person teach you? What connections might you have? What commonalities of experience? Is this someone who might be a good fit for your business? How can you move this new relationship from acquaintainship to partnership?

Step 7-MOVE IT FORWARD

If you're feeling good about this prospect...go for it! When you're comfortable in your own skin, and obviously excited about your business, you'll inspire your prospects to want to learn more. Just be yourself. Share what inspired you to join your franchise company. Tell a fun story about how you got started. Be clear about what it is that makes your business special to you...and then move relationship forward by inviting your prospects to take next step.

Step 8-WATCH FOR THE 'MAGIC CLICK'

As you're conversing and moving through process, check in with how you're feeling about this person. Are you on same wave length? Do you speak same language? Is conversation flowing...or stagnant? What can you do to enliven connection? Go ahead and do it!

Step 9-GUIDE YOUR PROSPECT THROUGH THE DISCOVERY PROCESS

Invite your prospect to 'try you on'...by inviting them in for a personal meeting. Be prepared to excite and inform them on Discovery Day. Nurture your new connection. Help them to meet others in your franchise organization and to get their questions answered. Be sure they get to watch you interacting with your team-mates...allow them to see comradeship you feel for one another. Set a realistic timeline for discovery. Send them home with a smile and an eagerness to be awarded your franchise.

Step 10-BE READILY AVAILABLE TO THEM EVERY STEP OF THE WAY

Keep in touch with your prospects consistently. Even if they're not returning your phone calls, it's not over until they say, "no". When you sense a concern, meet it head on. Allow yourself to be easy to find and easy to work with. Go to bat for them when you can...and when you can't, let them know that. Return their calls promptly. Follow up diligently. Remain optimistic. Move through quarter expecting best. Be person that stands by their side as they move from prospect to franchisee. Celebrate with them at your next annual conference!

SO HOW MUCH FUN IS THIS?

Franchise sales professionals get more opportunities than most to connect with good people, form new relationships, create partnerships, and help people to grow and prosper in a business suited just for them!

We are fortunate to be in a position to share success of franchising business model with exactly right people!

Until we meet again...Happy Selling!

Flo Schell,EdM,is Founder of Franchise Coaching Systems and 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 newsletter, "The Future of Franchising" at www. FloSchell.com. Contact information: Phone: 732-528-4385; E-mail: mycoach@FloSchell.com.

There are two easy ways to know if someone is really interested in your product or service.

First, if they ask you questions, then they're interested. It doesn't mean they're ready to buy but it does show interest. Usually, more specific questions become, more interested they are.

Second, if they are willing to commit to something, they are interested. If they will commit to meeting with you, it's a good sign they are interested in learning more. If they commit to giving you information about themselves or their business, then they probably have some interest. Or, if they are willing to do some work, such as putting together some information and bringing it to your meeting. That's a very good sign they're interested in what you might be able to do for them.

Once someone is interested in your product or service then you need to determine if it's right for them. You ask questions and get to know them. When you determine your product or service can do what they want done, then you ask for order.

Asking for order any sooner than that tells people you either don't understand your role in sales process or you don't care enough to help them accomplish their goals.

Either way you're sending wrong message.

The world has changed. People are more informed and more assertive. They want help in accomplishing their objectives. They want help making better decisions. They want you to earn their business by bringing real value to table.

So, if you're involved in selling (and most of us who own or manage businesses sell something), don't be like Needle Nose Ned.