Sales Person Wanted - HUNTERS ONLY (Must Not be Pushy)

Having been involved in sales and marketing within the franchise sector, some people think that franchisors are only about driving sales. To me good business is about sustainable profit. Profit and good cash flow is what we all should be managing at all times, no matter what the market is doing.

Pushy Sales Person
Yet it never ceases to amaze me how many people think that it’s rude to ask questions of a potential customer that will assist them to make a decision to purchase. “I don’t like to be a pushy sales person” people tell me. “I hate it when I go into a business to enquire about something and a sales person gets pushy with me!” I’m not talking about being annoying, I’m talking about helping a potential customer to find a solution to their problem. If we treat their queries as "just an enquiry," they will more than likely continue their enquiries until they get all their answers.... with your competition! My observation is they usually purchase from the last place they enquired with……. So if you’re the first business they enquire with,  why wouldn’t you endeavor to make sure they don't go anywhere else?  If you treat your potential customers one or two question as "just an enquiry," you are in fact making them work harder to find a solution.


Find Solutions
Why not work harder to find a solution for them, which will then in turn give you the sale.
Sales should = Profit.

After all, why do we market/advertise in the first place? Is it to drive people to our business just to tell them the price of our product/service? I see so many businesses do this. They are spending money on advertising which creates awareness, only to dismiss a potential sale as a tire kicker!

Don’t be scared of what might happen
In so called challenging times why do so many business owners tell me business is quiet? If I sit in their business for even half a day and count how may times the phone rings, or ask how many quotes/proposals they are working on I find a signicant about of $$ on the drawing board, that if it all came to fruition would cause the owner another problem… I'm talking about being under resourced with staff to be able to manage the work load.


But is that such a bad problem to have? I don’t think so!

Greg Longstaff
Business Development Consultant
Franchise Network Specialist
greg@salesmarket.co.nz
+64 9 3077860