Even you and I have experienced obnoxious salespeople who have turned us off...made us cringe...and even stopped us from pursuing a purchase that we really wanted.

So how can we expect our prospects to trust us if we ourselves have had a poor experience or two?

Well, if you're anything like franchise sales professionals that I know...you're always up for a challenge!

And what could be more challenging than current climate that we find ourselves in? This is era of uninvited dinnertime Tele-Marketer and "Do Not Call" Registry...an era characterized by educated prospects who want to "invite" sales professionals into their lives...not be bombarded by them!

And what does that create for us...the franchise sales professionals of world? It creates a wonderful opportunity to prove that franchise salespeople are professional, and relationship-oriented and different from rest! And when we handle our jobs in this way, it creates an opportunity for us to meet and surpass our quarterly sales goals at same time.

Are you in?

I thought so!

So, here we go...

Step 1-KNOW YOURSELF AND YOUR PRODUCT OR SERVICE

What makes you unique and what makes you tick? Why would prospects want to partner with you? Is it your knowledge? Or, is it your style? Is it years of experience that you have in your business? Perhaps it's your openness and your ability to keep conversations going for a long, long time.

Similarly, what is it about your franchised product or service that is unique? What can you tell someone about your concept that will make them curious and want to know more? What is it that your company offers that no other company can match?

Step 2-GET CLEAR ON WHO YOU WANT TO ATTRACT

Who are your "Ideal Prospects"? Have you profiled those individuals? What qualities do they have? What skillsets? What traits? Create an "Ideal Prospects" checklist. List all of qualities that you are looking for and keep it in full sight. Be open to idea that you can ADD or SUBTRACT from this list as your business profile changes. Imagine what it would be like to be in a business partnership with these types of people.

Step 3-LOOK FOR YOUR "IDEAL PROSPECTS" EVERYWHERE

This is like a treasure hunt. Sure, your prospects are coming to you primarily via internet...but where else can you find them? What newspapers and magazines do they read? What radio stations do they listen to? What TV shows do they watch? What types of advertisements can you create for those media? Where might you meet your prospects in person? Do they hang out in Starbucks or at local gym? Go ahead...seek them out!

Step 4-CREATE AN IMAGE FOR THESE INDIVIDUALS TO SEE

One theory of how to sell has never worked for me. I call it "Needle Nose Ned" school of selling. It's named for pesky insurance salesman named Ned from movie "Groundhog Day". If you've seen movie, you no doubt remember Ned. No matter what your situation is Ned will try to sell you insurance. And if you already have insurance, he'll try to sell you more.

In Ned's view of world, everyone needs what he's selling, whether they really need it or not.

It seems there are fewer of these salespeople around these days (thank goodness) but they do still exist. They are only concerned with selling you what they have available. Somewhere, sometime, someone told them way to sell is to ask everyone they see if they want to buy what they have. They don't worry if that person would never, ever have a need for what they're selling. They just ask, ask, ask. as if act of asking will somehow make people want what they are selling.

I know in past I have said you need to ask for order. And you do. But, "Neds" of world take it too far because they ask everyone regardless of their interest or need.