What determines the success of a franchise sales system / awarding process?
The most important determinants of success for a franchise sales system are: • First, it should be able to attract the very best candidates, those that will execute the franchisors system and processes, helping build the brand. • In order to be most effective, the sales system must meet intellectual as well as the emotional needs of the prospect. People want to be awarded franchises from people they like, they trust, they feel comfortable and identify with. A great sales system will reinforce the prospect’s feeling that you are the “right” people for them to be in business with. • It must also lead the prospect through a logical and organized series of steps that naturally leads to a point where a decision is made. • The sales system should create a degree of urgency to make a decision. It doesn’t matter what the decision is as long as it is made on a timely basis. Sold, Bought, Awarded? The best franchise sales systems combine elements of each. The bottom line of any development effor
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