Sales isn’t really about sales at all

To be a successful franchise owner, you have to master one key skill. Sure, you’ll need to know how to manage a team, understand great customer service, know your product and your competitors and have drive. But to truly be successful, you have to learn to sell.

When we say learn how to sell we don’t mean learning how to be pushy, rude, overwhelming, or any of those other not-so-nice words and phrases that people sometimes associate with salespeople.

Let’s take a lesson from Og Mandino’s book “The Greatest Salesman in the World.” This bestseller with over 50 million copies sold doesn’t say one word about how to push and sell your product.

Instead, it touches on things such as the importance of greeting each day with love in your heart, the need to persist until you succeed, being grateful, living each day as if it were your last, being unique and laughing at the world no matter what situation you’re in.

So how do you take these concepts are translate them into your daily life? We have a few tips on how to embrace Mandino’s philosophy and become a great salesperson.

1) Be enthusiastic about your product

As a franchise owner, you’re already enthusiastic about your product. This is already a great step in becoming the best salesperson. In each interaction or when speaking about your business, exude confidence, excitement and happiness. This is easy if you love what you do. Others will see your passion and it will get them just as excited about your product.

It’s easy to be enthusiastic if you know your product, too. Make sure you know your business inside and out.

2) Utilize empathy

You may not think being a franchise owner requires empathy, but it does! Always remember to put yourself in someone’s shoes. This means you can begin to understand what others are thinking. You should be able to predict concerns and their questions. This makes you better able to have answers. By thinking ahead, you’ll be better able to communicate. Ultimately, people will trust you with their business and money more.

Being empathetic also means you’re a good listener, as well. Listening is a key aspect of being a good salesperson. Listen to people’s feedback, questions and opinions of your business.

3) Always look for new customers

You may not be thinking about networking or gaining customers when you’re running a franchise or thinking like a salesperson, but this is also a crucial piece of success. But successful salespeople are always looking to increase their network and sales base.

There are several ways to do this. First, you should have a way to refer new customers or clients to your business. You should also be working to recruit new customers through marketing and word of mouth. There are potential customers everywhere. Make sure you’re networking and spreading the word about your business at events and parties. If you haven’t seen a customer in a while, make sure to follow up with them.