Franchise Secrets Podcast

How to Be a Great Salesperson by Asking the Right Questions With Phil M Jones

Oct 10, 2023

Learn the importance of asking the right questions in sales to focus on the customer's needs. Discover insights from best-selling author Phil M Jones on creating success by asking better questions. Explore the impact of AI in sales and the psychology of franchise sales.

44:47

Creator website

Episode guests

Phil M Jones

AI Summary

Highlights

AI Chapters

Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Asking the right questions in sales puts the focus on the customer and helps the buyer discover their needs.

Effective communication in franchise development can attract the right franchisees and foster positive customer experiences for sustainable growth.

Deep dives

Preparing for Franchise Success

To succeed in franchising, preparation is key. Before making the decision to invest in a franchise, potential buyers should focus on asking the right questions and addressing their reservations. By crafting a set of thorough and direct questions, buyers can ensure that their concerns are addressed, allowing for a more informed decision-making process. This preparation involves seeking answers to specific queries about the system's performance, reasons for previous franchisee exits, and the lessons learned to improve the onboarding process for new franchisees.

Understanding Fear in Franchise Sales and the Role of Qualifying Candidates

02:24

Introduction

2min

Mastering Conversations with the Power of Words

2min

Navigating the Impact of AI in Sales and Franchise Selling

15min

Insights on Franchise Resources, Sales, and Marketing Strategies

4min

Effective Sales Strategies and Questioning Techniques

17min

Improving Processes Through Effective Questioning and Preparation in Franchising

4min

Have you ever walked into a store where the salesperson immediately gave you a pitch for their latest product without asking what you need first? Many salespeople assume they know what the customer needs. But instead of making assumptions, the best way to approach a prospect is to ask better questions and make the conversation count.

Join Over 5,500 Franchisees and Franchisors in our FREE Private Facebook Community HERE.

A great salesperson asks the right questions, which puts the focus on the customer. By asking questions, the salesperson helps the buyer discover their needs. To help you sell more effectively, Erik invites you to tune in to his conversation with Phil M Jones.

Phil is a best-selling author of 7 business books and one gorgeous children’s book. He had his first business at just 14 years of age and is the youngest recipient of the “British Excellence in Sales and Marketing” award.

Phil is a sought-after advisor to global brands, creator of the most listened-to non-fiction audiobook of all time, and a firm believer that almost every problem could be prevented or solved if more people just knew EXACTLY WHAT TO SAY. He passionately believes that the answer to increased success in every area of life is to ask better questions.

“If you can create a problem that's 10X bigger than your fee, asking for money is easy.” - Phil M Jones

In This Episode:

- What was the inspiration behind Phil's book?

- How does AI impact your philosophy on sales and other things?

- How do you get the most value out of AI?

- How to get better at sales by asking the right questions

- How much does fear play into the franchise sales process?

- What's the intersection between sales and marketing?

- Would you hire someone with a sales background or someone who does not have a sales background but is teachable, coachable, and personable?

- Examples of the questions to ask when an inbound call comes in

- What's the hardest thing to sell?

- How does a sales manager hire and help someone believe in the product they will sell?