Franchise Consulting
Sales Assessment Results by James P Toner
31
Needs Improvement
10 questions
Maximum score: 100
Completed in
Let's get real. Your performance here is underwhelming, with an average score of 3.1. It’s clear that your approach is missing the mark in several areas. You consistently deflect concerns instead of addressing them head-on, and your responses lack the depth and engagement needed to build rapport with prospects. You’re not just selling a service; you’re supposed to be solving problems and instilling confidence. Use specific examples and data to illustrate your value proposition instead of vague statements. You have to connect the dots for the prospect, not leave them hanging.
One of your biggest weaknesses is the lack of follow-up questions. You’re not digging deep enough to understand your prospect’s true needs and concerns. This is essential in franchise consulting, where building trust is crucial. Start practicing SPIN Selling and Objection Handling Techniques; they’ll help you ask the right questions and respond more effectively to objections.
Remember, every interaction is an opportunity to engage and reassure your prospects. You have to be the expert they can trust. Improve your communication style—be informative, collaborative, and genuine. This is not just about closing a deal; it’s about building relationships. Take this as your wake-up call and elevate your game.
Question Breakdown
1.
0
/ 10Question:
"I'm concerned about the ROI; how can this investment in franchise consulting really pay off for us?"
Answer:
I would be concerned as well. Which franchise you choose, is based on the optics we are discussing now, but ultimately on what you would like to do. If I can help find you the right fit, I get paid, from them. If I can't, you could just call the corporate office of any franchisor, and get the information from them.
Feedback:
The response does not effectively address the ROI concern; it deflects rather than provides a clear value proposition. It lacks specific examples or data that could demonstrate potential returns on investment. The tone seems dismissive and does not engage the prospect, missing an opportunity to build rapport. Additionally, it does not ask any follow-up questions to uncover deeper concerns or needs, which is crucial in franchise consulting. Overall, it fails to reassure the prospect about the value of the investment.
2.
3
/ 10Question:
"The budget is tight this quarter; can we justify this expense against our immediate operational needs?"
Answer:
I think so, yes. Based on the numbers I'm presenting here, it would seem like a no brainer, to me. You already qualify for SBA, SBB, etc. , based on what you've told me. The franchise has a budget for this. If it makes sense, let's do it.
Feedback:
The response lacks a structured approach to addressing the budget concern. While mentioning SBA and SBB qualifications is relevant, it does not provide a clear justification or value proposition that addresses the short-term financial constraints of the prospect. There is no exploration of the prospect's specific operational needs or how the consulting services can directly address those needs. Additionally, the tone is somewhat dismissive, lacking engagement and curiosity about the prospect's situation. There are no follow-up questions to understand their budgetary pressures better, which is crucial for building rapport and trust in franchise consulting. Overall, the response misses the opportunity to demonstrate the potential ROI and long-term benefits of the investment.
3.
2
/ 10Question:
"I'm not sure how your consulting services differ from what our current provider offers; what makes you stand out?"
Answer:
The difference is, we don't call ourselves franchise business brokers, like the bigger names. I don't have any type of broker's license. I am here to walk you through the process. If you pay someone to do this, you'll likely get the same service, at best.
Feedback:
The response fails to effectively differentiate your consulting services from competitors. Instead of highlighting unique strengths or specific benefits, it merely states a difference in terminology and lacks a compelling value proposition. This could leave the prospect feeling uncertain rather than informed. Additionally, the tone comes off as somewhat dismissive of the prospect's current provider, which may alienate them. There are no follow-up questions or engagement strategies to further understand the prospect's needs, which is crucial in building rapport and trust in franchise consulting. Overall, this response does not adequately address the objection or reinforce your value in a competitive market.
4.
5
/ 10Question:
"Our team is already stretched thin; how much time will we need to dedicate to implementing your recommendations?"
Answer:
Our in-house team will do all of the "leg-work". Saving you time, is our business. Let me know when works for you, for a more detailed call. You said we have a hard stop at 6:30. What works for you?
Feedback:
The response does acknowledge the concern about time by stating that the in-house team will handle the "leg-work," which is a positive aspect. However, it lacks specific details about what that entails and how it will alleviate the prospect's workload. The response also moves too quickly to scheduling a follow-up call without first ensuring the prospect feels reassured about the time commitment involved. There are no probing questions to further explore the prospect's specific concerns or context, which is crucial in building rapport and trust. Overall, while the response offers some reassurance, it fails to fully address the prospect's need for clarity regarding time commitments and implementation processes.
5.
4
/ 10Question:
"Given the current market conditions, are there any risks we should be aware of before proceeding with consulting services?"
Answer:
There are many risks in any investment, and yes, especially now. Franchises are as American as the Denny's or waffle house we grab breakfast from. Or even McDonalds. It's our job to walk you through the process, and keep you up to date on how all of that affects the current state of our market. Meaning Franchising.
Feedback:
The response acknowledges that there are risks involved, which is a good start. However, it lacks detail about the specific risks associated with the current market conditions that could impact franchising. Instead of using vague references to familiar franchises, it would be more effective to provide concrete examples or data that highlight these risks. Additionally, while mentioning that it's your job to guide the client through the process is positive, the response does not articulate how you will proactively address these risks or mitigate their concerns. Engaging the prospect with questions to better understand their specific worries or context would also enhance the conversation. Overall, the response needs to be more informative and tailored to the client's situation.
6.
3
/ 10Question:
"Can you provide specific examples of how you've helped businesses like ours improve efficiency and support their growth?"
Answer:
Yes. I helped my former employer, "insert-name" make millions based on what I myself am really good at. Which is recognizing a problem and finding a solution. That is where I feel I can help you.
Feedback:
The response touches on past success with a former employer, but it lacks concrete details and specific examples that would resonate with the prospect. Using vague phrases like "insert-name" does not inspire confidence or credibility. Additionally, the focus on personal strengths does not directly address how those strengths translate into tangible results for the prospect's business. There’s no exploration of what specific problems the prospect might be facing or how you plan to tailor your solutions to their unique situation. Including relevant case studies or metrics that demonstrate your impact on similar businesses would significantly enhance this response. Overall, the answer is too generic and fails to adequately engage the prospect’s interest in your consulting services.
7.
2
/ 10Question:
"What happens if we don't see the expected results from your consultation?"
Answer:
You don't pay. Ever.
Feedback:
The response is overly simplistic and lacks depth. While it attempts to address the concern by stating that there is no financial obligation if results are not met, it does not provide any reassurance about the steps you will take to ensure successful outcomes or how you plan to measure success. This can create skepticism rather than comfort for the prospect. Additionally, the tone is abrupt and doesn't foster a collaborative atmosphere. Exploring potential guarantees or outlining a plan for follow-up and support would add value. Overall, this response fails to engage the prospect meaningfully or build trust.
8.
4
/ 10Question:
"How easily can your solutions be integrated with our existing systems, considering our current software landscape?"
Answer:
Very easy. We have go high level on the franchise and lead generation end, and an onboarding with Umbrella's V3 for the 15th. You are simply taking advantage of the work we have done already. If that can help you, great. If not, you have more information to move forward on your own. That's fair, right?
Feedback:
The response attempts to address the integration concern by indicating ease of implementation, which is a positive start. However, it lacks clarity and specific details about how the solutions would integrate with the prospect's existing systems. The mention of "go high level" and "Umbrella's V3" may not be familiar to the prospect, so providing more context or examples of similar integrations would strengthen the response. Additionally, the tone could be perceived as dismissive with phrases like "If that can help you, great" and lacks an invitation for further questions or concerns from the prospect. Engaging the prospect by asking about their current systems and integration challenges would enhance rapport and demonstrate a consultative approach. Overall, while the response has some good intentions, it needs more depth and engagement to be effective.
9.
3
/ 10Question:
"I'm worried about the level of support we'll receive after the initial consultation; can you clarify your ongoing service offerings?"
Answer:
Yes, you can call our toll free number(s), but here is my cell, as well. The number has not changed in about 20+ years. I appreciate and value the opportunity to earn your business.
Feedback:
The response acknowledges the concern by offering contact information, which is a positive aspect. However, it lacks detail regarding the specific ongoing support services you provide after the initial consultation. Instead of simply sharing your phone numbers, it would be more effective to outline the types of support available, such as follow-up consultations, resources, or regular check-ins. The response does not invite further questions or engage the prospect in a discussion about their specific support needs, which could help build rapport and trust. Overall, this response fails to provide a comprehensive answer to the prospect's concern about ongoing support offerings.
10.
5
/ 10Question:
"With so many options in the market, how do we know that your approach aligns with our company's long-term vision?"
Answer:
I'm glad you asked. There are many options, yes. The difference here, is white-glove service. We add a personal touch to a world that is driven by AI. You can sign up for everything we did, and do it yourself. But, why would you? Spend your time doing what you do best, making money.
Feedback:
The response begins positively by acknowledging the prospect's concern, which is good for building rapport. However, it lacks depth in explaining how your specific approach aligns with the prospect's long-term vision. While mentioning "white-glove service" adds a unique element to your offering, it needs to be backed by examples of how this service has successfully aligned with similar companies' visions. The rhetorical question about why they would do it themselves does not add value and might come off as dismissive. Instead, focusing on how your personal touch and expertise can specifically benefit their long-term goals would be more effective. Overall, the response needs more tailored insights that directly connect your services to their objectives.