Improve Your Skills & Close More Franchise Sales

Transcription

1 Improve Your Skills & Close More Franchise Sales Benefits of this Training This training is designed to help you understand how to use and improve classic and time proven sales techniques, skills, knowledge, abilities, and tools, while taking your candidates through the discovery and decision-making process that results in your granting them a franchise. You will leave this training better able to: Discover and use each candidate s goals, objectives & dreams to position your franchise opportunity more advantageously Discover and overcome each candidates fears, uncertainties, and doubts about becoming your franchisee Identify their motivations & use them in your conversations Ask more questions, listen more, and talk less while getting better results Control candidates behaviors Spend more time with qualified candidates Double the number of franchises you signed in the previous 12 months in the coming 12 months Agenda Topics for the Training How to generate & qualify more inquiries & leads How to turn leads into candidates & differentiate the curious from the serious How to set-up each conversation with candidates to ensure they are more interested in becoming your franchisee and proceeding to the next step in your process When and how to do trial closes with candidates to determine how serious they are about becoming your franchisee How to make sure each event in your process has the potential of adding reasons to join your Brand for the candidates How to structure the calls candidates have with franchisees the ones who do and who do not verify & validate How to make the FDD/FA valuable closing tools for the candidates How to make Discover Day as effective as possible Added VALUE you will leave with: Each participant will be introduced to and learn how to utilize five tools and techniques proprietary to Management 2000 which are helping our clients close more deals. We call these our secret sauce : 1. How to make your process all about the candidate without losing anything about your Brand This technique will help you close deals 2. The 5 Question Close This tool is used in the very early stages of talking with candidates and will separate the curious from the serious candidates 1

2 3. The Decision Making Checklist How this tool controls the candidates 4. The Personal Goals Drive Business Goals Worksheet How this tool will help you guide the candidate to sign your Franchise Agreement 5. The Franchise Disclosure Document Questionnaire How this tool helps the candidate be genuinely interested in finding out the important details of your franchise offering. This training is designed to improve participant's skills, knowledge and abilities at using classic and proven sales techniques in helping candidates make an informed decision to sign your Franchise Agreement over other franchisors they are considering. While this training will cover some topics that encompass the improvement of an entire system, it is focused on improving the participant's ability to close more franchise sales. Training Fee $795 [$895 with 150 CFE credits] per participant If you are registering for more than one training for yourself or have multiple people from your company interested in attending, please contact us for Multiple Participant Pricing. Fee Includes: Morning Continental Breakfast Morning and afternoon refreshments Gourmet Lunch Training materials designed to enhance your learning and the take away value of the day and include useful aids to increase your close rate. The ability to call our training leaders after you return to your office if you have questions on how to use the materials and content covered during the training. 2

3 How Engagement Drives Profit & Growth Benefits of This Training This training is designed for individuals and teams who are primarily responsible for helping Franchisees achieve their primary goal: Increasing Revenue and Profit. Upselling can drive revenue and profit. Increasing prices can drive profit. New products can drive increased revenue. Controlling costs can increase profit. The most effective and efficient driver for increasing revenue and profit comes from: 1. Creating and retaining very satisfied, loyal, frequent user, promoter customers. 2. Creating experiences for customers, making them WANT to come back and to recommend you to their friends, families, and spheres of influence. 3. The most effective way to achieve this is to Selecting, developing, leading and managing team members who are ready, willing and able to create great experiences for customers by fully, completely, and consistently implementing your operating processes. This training will help you acquire and develop the skills, knowledge, abilities, processes, tools, and techniques necessary to lead and manage franchisees in improving their results in these three critical areas. This training provides practical how to strategies and tactics participants can use immediately. The key is to constantly work a better understanding of three things about your Brand s customers: 1. Who are our customers? 2. What do they value? 3. How do we enhance what they value? The training will help each participant know how to answer these three questions for their Brand. Once you know and understand what customer s value you can design experiences to deliver that value, and you can know how to select, develop, train lead and manage team members to execute the experiences. Participants are provided with practical ways of measuring customer and team member perceptions of your Brand. Think how much more revenue and profit could be made if: 1. Your franchisees got more first time customers, 2. More first time customers were retained and became frequent users, 3. Existing customers came in more frequently, 3

4 4. A high percentage of customers influenced their friends and families to do business with you, 5. Your team members were committed to creating the best experiences for your customers, making them WANT to come back, and 6. Your team members loved to work in your business and thought it was a great place to work. This training will help you acquire and develop the skills, knowledge abilities, tools, techniques, and processes to achieve these six [6] results. Agenda Topics How to know who your customers are and what they value? How to create customer experiences making each customer WANT to come back? How to engage team members so they want to create great experiences for customers every time? How to increase word of mouth marketing? What are the major indicators of disengagement and how to stop them? How our culture developed into what is called The Experience Economy? What are the 7 key metrics of The Experience economy? How to win in an increasingly competitive environment? How to get franchisees to think customers are revenue instead of Money is revenue? Training Fee $795 [$895 with 150 CFE credits] per participant If you are registering for more than one training for yourself or have multiple people from your company interested in attending, please contact us for Multiple Participant Pricing. Fee Includes: Morning Continental Breakfast Morning and afternoon refreshments Gourmet Lunch Training materials designed to enhance your learning and the take away value of the day and include useful aids to implement immediately. The ability to call our training leaders after you return to your office if you have questions on how to use the materials and content covered during the training. 4

5 How to Become a More Effective Field Consultant & Coach Benefits of this Training This training is designed to provide: New Field Consultants with the beliefs, behaviors, processes, tools, techniques, and forms to be successful. Existing Field Consultants with new ways of believing, thinking, and acting when dealing with Franchisees. An understanding of the job, role, function of the Field Consultant. The acquisition and development of the skills, knowledge, and abilities necessary to be more effective in this very critical position. Learn how to ask more questions, listen more, talk less and get better results. Understand that solving problems has to do with franchisees following systems. Learn the most effective way to approach non-compliant franchisees. Learn consulting best practices you can immediately use. Field Consultants and other team members, who deal regularly with franchisees, are a very critical link to having healthy, positive, productive franchisor/franchisee relationships. They need to be viewed as business consultants and business coaches rather than cop inspectors. This training is designed to help improve your ability to make a difference with your Franchisees. Who Should Attend: COOs, Vice Presidents, Franchise Field Consultants, Business Managers, Support Services Staff, Area Developers, Multi-Unit Developers. If you are a Field Consultant or if you lead and manage Field Consultants you will come away from this training with a greater understanding of the job, role, function, and the skills, knowledge, and abilities necessary to be more effective in this very critical position. Agenda Topics Understanding the Field Consultant/Franchisee Relationship Defining the job, role, and function of Field Consultants Building strong communications with Franchisees Consulting and coaching with Franchisees to help build their business Tying franchisees personal goals to the achievement of their business goals Understanding how beliefs affect results How to design effective agendas with franchisees Why asking questions is more effective than making statements How to hold an effective consultation with franchisees How to solve problems with franchisees How to effectively confront and resolve issues with franchisees Understanding the Field Consultant s role in compliance How to manage change 5

6 How to deal with resistant franchisees The value you will leave with: A training manual with sample forms, checklists, processes, and PowerPoint slides for future use. These materials include a very valuable model for consulting, coaching and mentoring your Franchisees. Training Fee $795 [$895 with 150 CFE credits] per participant If you are registering for more than one training for yourself or have multiple people from your company interested in attending, please contact us for Multiple Participant Pricing. Fee Includes: Morning Continental Breakfast Morning and afternoon refreshments Gourmet Lunch Training materials designed to enhance your learning and the take away value of the day and include useful aids to implement immediately. The ability to call our training leaders after you return to your office if you have questions on how to use the materials and content covered during the training. 6

7 Becoming A More Effective Leader This training class will be limited to 15 people. Only one company from an industry will be able to attend. The training will include: A pre-training questionnaire Sharing the results of the questionnaires with all participants The training will be highly interactive and the focus will be on improving each participant s ability to lead themselves and others to achieve goals by changing themselves thereby changing others. The training class will begin with each participant sharing their definition of leadership Specific skills, knowledge, and abilities of successful leaders will be discussed so participants can evaluate themselves Common leadership situations will be discussed At the end of the training, each participant will: o Share their definition of leadership to determine if it has changed during the day. o Identify what specific things they need to stop, start, keep, change, and improve to become a better leader. TOPICS COVERED What is the definition of A Leader? How do you lead and manage franchisees who do not believe they report to you? What is the relationship, if any, between leadership, power, and authority? What kind of behaviors turn people off to you as their leader? What kind of behaviors make people want to listen to you and follow your lead? How do you lead a Franchise Advisory Council? How do you lead in turbulent times? How do leaders decide who, when, and what decisions need the involvement of franchisees? How does a leader communicate the need for growth without making it seem like the goal is really increasing royalties? How to lead franchisees to build a Brand? How do you lead franchisees to be a team rather than competition to one another? How do you lead a team approach with franchisees rather than an Us versus Them mentality? How and why to involve franchisees in planning the short and long term growth of the Brand? Is the time right to evolve The Franchisee Advisory Council with The Brand Advisory Council? 7

8 Questions for participants to think about as they prepare for attending the training include: 1. What are leaders paid for? 2. What am I paid for? 3. How do I measure my effectiveness? 4. What is the difference between leadership and influence? 5. What does engaging others really mean? 6. What is the relationship between leadership, authority, and power? 7. How do you lead the franchisor/franchisee relationship? 8. How do you measure your success as a leader? 9. What is the difference between holding people accountable and holding them responsible? 10. How do leaders get alignment and passion for the Brand s: Mission, Values, Vision, Purpose, Positioning, and Promise? 11. How important is developing people as a part of a leader s job? 12. Does knowing individual peoples personal goals make a leader more successful? 13. How does a leader, lead change? 14. How do effective leaders communicate? 15. How do effective leaders achieve conflict resolution? 16. How do effective leaders build great teams? 17. What are the keys to building and establishing great relationships? 18. Can a leader influence other peoples motivation? 19. How do leaders empower others to achieve great results? Who should attend: C-Level Executives, Senior Management personnel, VPs of Departments, Area Developers, Multi-Unit Franchisees, Master Franchisees, and Regional Developers. Training Fee $795 [$895 with 150 CFE credits] per participant If you are registering for more than one training for yourself or have multiple people from your company interested in attending, please contact us for Multiple Participant Pricing. Fee Includes: Morning Continental Breakfast Morning and afternoon refreshments Gourmet Lunch Training materials designed to enhance your learning and the take away value of the day and include useful aids to implement immediately. The ability to call our training leaders after you return to your office if you have questions on how to use the materials and content covered during the training. 8

9 2018 Seminar Dates February 27: Improve Your Skills & Close More Franchise Sales February 28: How to Become a More Effective Field Consultant & Coach March 1: How Engagement Drives Profit & Growth March 2: Becoming A More Effective Leader June 12: Improve Your Skills & Close More Franchise Sales June 13: How to Become a More Effective Field Consultant & Coach June 14: How Engagement Drives Profit & Growth June 15: Becoming A More Effective Leader October 16: Improve Your Skills & Close More Franchise Sales October 17: How to Become a More Effective Field Consultant & Coach October 18: How Engagement Drives Profit & Growth October 19: Becoming A More Effective Leader 9