Are you looking for Capital or Deal Flow in the franchising space??

This session will consist of a panel discussion covering how to position your franchise company for Private Equity investment and what PE firms look for in a Franchise company acquisition or strategic partnership.

Are you looking for Capital to build your Franchise Company???
– OR –
Is your Investment Firm looking for deal flow in the franchising space??

By Gary Occhiogrosso
Founder of Franchise Growth Solutions, LLC.

On Friday, June 1st, I will be moderating a panel at the IFE in NYC. It will be comprised of Franchisors and Private Equity associates. Please see below for details and please let me know if you’d like to attend the meeting. If so, contact me here or at [email protected] & I’ll send you a FREE PASS to the Expo.

10:00 AM – 11:30 AM
+/- Private Equity Investing and Franchising
Room: 1B05
Moderated by: Gary Occhiogrosso, Managing Partner, Franchise Growth Solutions
Panelists: Roger Lipton, President, Lipton Financial Services; Grant Marcks, Vice President, Head of Business Development, Atlantic Street Capital; Kirk McLaren, MBA, CTP, CPA, Georgetown University
This session will consist of a panel discussion covering how to position your franchise company for Private Equity investment and what PE firms look for in a Franchise company acquisition or strategic partnership. In addition, there will be plenty of “networking” time for both Franchisors and Private Equity attendees to meet & network. This is a great opportunity for Investors and Franchisors to meet face to face and discuss current and future opportunities.
Sponsored by Franchise Growth Solutions, LLC. www.frangrow.com

FREE PASS To the International Franchise Expo in NYC
USE PROMO CODE FGS at: https://r1.events-registration.com/IFE2018/?source=FGS
YOU ARE INVITED BY
Franchise Growth Solutions
Booth #340
USE PROMO CODE FGS

This session will consist of a panel discussion covering how to position your franchise company for Private Equity investment and what PE firms look for in a Franchise company acquisition or strategic partnership. In addition, there will be plenty of “networking” time for both Franchisors and Private Equity attendees to meet & network. This is a great opportunity for Investors and Franchisors to meet face to face and discuss current and future opportunities.

#fastfood, #franchisor
#networking #businessdevelopment #financialservices, #franchiseconsulting #strategicpartnerships #ife #capitalization #dealflow #investments #acquisitions #privateequity #howto #franchising #pe #positioning #officers #universities, #moneyraise, #Franchisesales,#expansion, #capital, #NYC, #Sharktank,

SKINNYPIZZA OPENS IN GREENWICH CONNECTICUT – PIZZA THAT IS “BUILT WITH NO GUILT”

FOR IMMEDIATE RELEASE:
SKINNYPIZZA® OPENS IN GREENWICH CT
Healthier Take on NY Style Pizza Adds 5th Fast Casual Restaurant
Now, diners pay one price and build their own custom SkinnyPizza® from a large selection of fresh toppings -Built With No Guilt®.” — Joe Vetrano, FOUNDER AND CEO

NEW YORK – APRIL 11, 2018
www.skinnypizza.com
SkinnyPizza®, the New York City-based chain that offers a healthier take on traditional New York-style pizza, will open its first Connecticut location on April 11, 2018 at 30 Greenwich Avenue in Greenwich, Connecticut.SkinnyPizza®’s new location, the only pizza eatery on Greenwich Avenue, is making its home in a building first constructed in 1875 and is part of the Greenwich Avenue Historic District listed on the National Historic Register.

Skinny Pizza Franchisees and Greenwich residents, Dr. Denis and Eleni Bouboulis said, “We are really excited to be opening a SkinnyPizza in the Greenwich community. We fell in love with the SkinnyPizza® concept and believe it’s a great addition to Greenwich Avenue.”

Bouboulis adds, “SkinnyPizza® flavor-packed, thin crust pies are lower in calories and made using all natural, potassium bromate free flour.” SkinnyPizza® also offers a menu of pastas, salads and soups, all with a healthier take on traditional Italian favorites.

SkinnyPizza® was founded in 2009 by Long Island veteran restaurateur and CEO, Joseph Vetrano. He describes SkinnyPizza® as “real pizza, real thin.” From his experience working in his family’s pizza and pasta restaurant, Vetrano saw the trend to cut carbohydrates and calories in classic food stuffs – and offer a level of interactivity to the process. Now, diners pay one price and build their own custom SkinnyPizza® from a large selection of fresh toppings. Vetrano calls his custom SkinnyPizza® pies, “Built With No Guilt®.” Vetrano continued by announcing that SkinnyPizza® plans to roll out a new Cauliflower Pizza Crust”

SkinnyPizza® will cater to Connecticut consumers who, like ninety-three percent (93%) of Americans, enjoy pizza monthly, and the two-thirds who opt for a thin crust pizza variety, according to Statistic Brain in 2018. The SkinnyPizza® menu was designed for those that are health- and environmentally conscious, with pizza sauce made from organic tomatoes and pasta dishes made from organic, GMO-free, egg-free, cholesterol-free, low-sodium, high-fiber pasta. The location also offers a line of soups that include vegan, vegetarian, dairy-free and gluten-free options.

The Greenwich Avenue SkinnyPizza® location will open in Connecticut on April 11, 2018 with a ribbon cutting at 10amET. Local politicians and members of the Chamber of Commerce will be on hand to conduct the ceremony. To celebrate the Grand Opening, SkinnyPizza® will offer one dollar ($1.00) priced pizzas from 11:30am to 2:30pm to 500 customers who present a redeemable ticket on-site. Street teams locally will distribute the tickets to Greenwich Avenue shoppers and merchants in the days leading up to the Grand Opening. SkinnyPizza® will also provide the Greenwich Chamber with pizza samples at their Business Showcase on April 26, 2018.Mr. Occhiogrosso has over 30 years’ experience in franchise development and was integral to the success of nationally recognized brands including Ranch *1, Desert Moon Fresh Mexican Grille, and brands found under the multi-brand franchisor, TRUFOODS, LLC.

SkinnyPizza®’s Greenwich location joins other franchises & company owned restaurants in New York City, Long Island, Dallas, Pennsylvania and Saudi Arabia. Vetrano has teamed with franchiseindustry expert, Gary Occhiogrosso, founder of Franchise Growth Solutions, LLC, to expand the turnkey SkinnyPizza® fast casual QSR (quick service restaurant) business model from five (5) locations in 2018 to fifteen (15) locations by 2020. SkinnyPizza® franchises are currently available in NY, CT, PA, NJ and along the eastern seaboard.

SkinnyPizza shoot @ 225 Liberty Street Locacion, NYC

ABOUT SKINNY PIZZA®
SKINNYPIZZA® is the first fast casual pizza concept emerging from the New York market; the home of some of the greatest tasting pizza in the country. SKINNYPIZZA® has transformed pizza, one of America’s most popular food options, into a healthy food choice that raises the consciousness of nutrition and health. SKINNYPIZZA® is categorized as fast casual dining that offers custom made pizza, organic salads, soups and pastas. SKINNYPIZZA®’s diverse menu prides itself on using fine ingredients with no preservatives or additives. The ingredients used are delivered fresh daily from local markets. The tomatoes are 100% organic and the meats are hormone and nitrate free. The pizza crust is made using all natural flour, potassium bromate free. The guests choose from original white crust, wheat or gluten-free and can build their own custom pizza according to their dietary preference. All-natural Stubborn sodas are among the beverage selections available.

ABOUT FRANCHISE GROWTH SOLUTIONS, LLC
Franchise Growth Solutions, LLC is a strategic planning, franchise development and sales organization offering franchise sales, brand development, strategic planning, real estate and architectural development, vendor management, lead generation, and advertising, marketing and PR including social media. Franchise Growth Solutions’ proven “Coach, Mentor & Grow®” system puts both franchisors and potential franchisees on the fast track to growth. Membership in Franchise Growth Solutions’ client portfolio is by recommendation only.

For more information on SKINNYPIZZA® fast casual restaurant concept, please visit skinnypizza.com. For information on owning your own SKINNYPIZZA® franchise, please contact Gary Occhiogrosso at 917.991.2465 or via email at gary(at)skinnypizza(dot)com

CONTACT: Gary Occhiogrosso
Franchise Growth Solutions
917.991.2465
gary.skinnypizza.com
www.frangrow.com

RETAIL ECONOMICS – ITS ABOUT COMPS, COST OF GOODS, & LABOR

Article contributed by www.rogerlipton.com – Roger’s (unfiltered) Restaurant and Retail Review – While this discussion reflects upon trends for publicly held restaurant companies, it should be useful for franchisees and potential franchisees to consider.

RETAIL ECONOMICS – ITS ABOUT COMPS, COST OF GOODS, & LABOR
By Roger Lipton

2017 SUMMARY BELOW – 19 RESTAURANT COMPANIES
There are four major components of profits for restaurants (and retailers):

Revenues (made up by same store sales, price and menu mix, and traffic)

Cost of Goods (food and paper)

Labor Cost (Store level managers and crew expense, including benefits)

Occupancy expense, consisting of minimum rents adjusted for volume overages, and common area management charges (CAM) when appropriate, normally also including utilities, real estate insurance and real estate taxes. Occupancy expense is important, usually at 6-8% of sales (if you’re lucky), but nowhere near the 30 points, give or take a few points, that make up both Cost of Goods and Labor. For this piece, suffice to say that occupancy expenses are trending higher, clearly not helping store level margins.

This discussion, however, is primarily meant to summarize restaurant executives’ expectation for revenues, cost of goods, and labor expense in 2017, which represent larger variables than occupancy expense. In that effort, we have excerpted the numbers presented below from the most recent corporate reports (including conference calls) from each of the companies shown below.

For context, over the last couple of years, while labor costs have marched consistently upward, commodity costs have reliably been a “partial offset”. At the same time, store level traffic has been challenged, which obviously puts store level margins at risk if one or both of these major line items increase as a percentage of sales. Very few restaurant companies have shown increases in traffic during 2016. Typically, it goes like this: Same store sales were up 2-3%, price and menu mix increases were 2-4%, so traffic was up (maybe 1%) or down (probably 1-3%). The labor percentage was up anywhere from 50-150 basis points, partially offset by commodity deflation of 25-100 basis points. The table above shows the commentary from nineteen publicly traded restaurant companies. You can see that the “good times” in the form of lower commodity costs seem to be behind us. Almost all the companies are looking for cost of goods to be flat or UP, rather than down.

You can also see that the labor percentage is often expected to be up by 3,4 or 5 percentage points, which would translate to 90-150 basis points of margin if the labor percentage is 30%. Suffice to say we are moving to the top of the previous range rather than the bottom.
Lastly, the table shows that comp sales expectations are (perhaps conservatively, perhaps not) estimated at 1-2% (higher at PNRA and TAST), and that implies continued traffic challenges since menu prices will generally be a couple of points higher.

Putting it all together, traffic and sales will be challenged, labor % will be up, probably by more than in ’16, commodity % will be “flattish”, less of an “offset” than in ’16. Occupancy expense, FWIW, won’t help either. For good measure, it will be difficult to raise prices at the store level, when grocery prices seem well controlled, which has no doubt helped to contribute to the sluggish store traffic we have been recently experiencing.

About the Author:
Roger Lipton is an investment professional with over 4 decades of experience specializing in chain restaurants and retailers, as well as macro-economic and monetary developments. After earning a BSME from R.P.I. and an MBA from Harvard, he began following the restaurant industry as well as the gold mining industry. While he originally followed companies such as Church’s Fried Chicken, Morrison’s Cafeterias and others, over the years he invested in companies such as Panera Bread and shorted companies such as Boston Chicken.
For more information please contact: WWW.ROGERLIPTON.COM ORWWW.LIPTONFINANCIALSERVICES.COM

If you have any questions relative to the above information, don’t hesitate to contact us.
Roger Lipton

SELL MORE FRANCHISES. Franchise Growth Solutions, LLC. announces innovative Franchise Sales & Development Program.

“Every aspect of your business should be designed to recruit the highest quality franchisees and deliver the type of systems & support that will guide your franchisee’s development and profitability.”

SELL MORE FRANCHISES. Franchise Growth Solutions, LLC. announces innovative Franchise Sales & Development Program.

By Gary Occhiogrosso

FRANCHISE GROWTH SOLUTIONS is committed to all aspects of growing your franchise brand. The team of Franchise Industry Experts cover the needs of start-up, emerging and mature franchise brands. FRANCHISE GROWTH SOLUTIONS, LLC is a membership based Strategic Planning and Franchise Sales Organization. Admission into our client portfolio is by RECOMMENDATION ONLY.

Gary Occhiogrosso, Managing Partner of the company said ” FRANCHISE GROWTH SOLUTIONS was specifically created to guide and assist start up, emerging & mature franchise companies achieve their franchise sales goals.” “Most franchise consulting companies focus on paperwork, not sales. That’s ok but the true measure of a franchisors success is awarding and opening profitable franchise units.” “Every aspect of your business should be designed to recruit the highest quality franchisees and deliver the type of systems & support that will guide your franchisee’s development and profitability.”

Whether you’re looking to launch your Franchise System by developing your UFDD, create the Brand Position, write Operations Manuals, secure Funding for your Brand (or your Franchisees) or work directly with a Franchise Sales Professional that can help you SELL MORE FRANCHISES, our membership program is your alternative to adding expensive personnel to your payroll.

Throughout the entire process we train, motivate & monitor your in-house team on the do’s and don’ts of franchising and sales. Our Coach, Mentor & Grow Program® puts your staff into the “Franchise Model & Best Practices” mindset…

Our service is offered only to those recommended, qualified Franchisors & Entrepreneurs truly committed to fulfilling their vision and growing their brand. Our “COACH, MENTOR & GROW”® program can help put your system on the fast track growth curve. Contact us for a FREE EVALUATION and to learn more about how your Brand may qualify.

Email us at: [email protected] or https://www.facebook.com/franchisegrowthsolutions/#

The 8 Top Destroyers of Business Value

The Top Destroyers of Business Value
by Barry Knepper, CFO/CPA
​​​​​​​
1. You are not your business-if you cannot separate yourself form the business, you have a job not a company
2. No recurring consistent revenues-instead of waiting to land a big fish, smart owners increase value through the creation of a smaller consistent revenue stream
3. Highly concentrated customer base-put your resources into acquiring new customers
4. Dependence on key employees without non compete agreements-intended for key management team and sales people that have a direct relationship with your clients
5. Not maintaining good records-if you do not maintain meticulous records a buyer will not be able to make an accurate valuation of your business
6. Not understanding financial ratios -ratio analysis helps you analyze your financial statements, identify trends and recognize areas of growth or weakness
7. Not optimizing the use of capital-small business owners are often wary of taking on debt, but in most cases they are leaving opportunities and returns on the table
8. Not understanding economic and business cycles-the local and national economy not only affects your cash flow but also the value of your business, but not good lasts forever and nothing bad last forever.

About the Author:
==============================
THE FRANCHISER’S ACCOUNTING PRO
Barry has experience with all financial aspects of the franchise industry having served as the CFO of a multi-concept franchiser and as a part time CFO to various franchisers , as an auditor of both financial statements and royalties for more than 50 franchisers and as a franchisee himself. Because of his experience as a franchisee, he understands the sensitive nature of the franchiser/franchisee relationship and works hard to preserve that relationship.Through his part-time CFO services he meets the needs of franchisers that do not need or cannot afford a full-time controller or CFO. He will help improve your financial performance and free up your time to so you can do what you do best -run your franchise.

Please contact Barry for a complimentary no obligation consultation on how he can help you increase your profitability, increase your cash flow and reduce your stress. http://barrykneppercfo.com/

Business Success Secrets You Must Know

Get advice from solicitors and learn about customer service from experts. Being prudent in this area will help eliminate any start-up mistakes and set you ahead of your competition.

Small Business Success Secrets
By Dan Cavalli

Small business success is easy but certainly not simple. Turn your passion into small business profits. Many business owners experience Small Business Success. Even though the world is experiencing economic difficulty, business growth is rampant. If you need help to achieve business success you have come to the right place.

What is it that an individual can do to achieve lasting success in their small business? Here are a few ideas to improve your chances of gaining small business success using time tested secrets I personally use in my own business.

1. Research. You can either market the product you have now in the hope of it being acceptable to the market place or you can research the market for the best product to sell. At any rate market research has to happen first and once done, marketing is a continual through the life of your business.

2. Cash Flow. Lack of cash flow is a major reason for business failure. It’s OK to gain sales and make money but if you don’t or can’t collect it you are destined to go broke. The rule to keep in mind is to make sure you invoice as soon as possible and you pay as late as possible. This is a simple plan that works. So sit down, and take the time to create a cash flow plan now.

3. Technology. Technology will save you thousands of dollars and halve your work time. Buy as much as you can afford. Remember, the hours spent in your business are worth money and plenty of it so be smart and embrace technology. Technology can automate every part of your business including communicating with customers.

4. Passion. There is nothing worse than going to work and becoming a clock watcher because you are unhappy. Find something you are passionate about and do that. The day won’t be long enough then to do all you want to accomplish. Why? Your passion creates enthusiasm and that will carry you through any tough spells. It’ll motivate you when your business hits bad times.

5. Marketing. The prime function for you as a business person is not to sell product but to become a marketing Guru. Marketing is one of the areas where many business owners fall down and that has a bearing on whether or not a business will be successful. You love your business and you want it to be successful. Do research and find out how are you will convince prospects to buy what you have?

6. Advice. You may think you are pretty smart. You may have specific knowledge about your specialty which is great, but you will come unstuck if you haven’t run a successful business before. You must still seek advice from experts when building your business. The reason is business is not about what you know in your field. It’s controlled by legislation, consumer rights and marketing. Get advice from solicitors and learn about customer service from experts. Being prudent in this area will help eliminate any start-up mistakes and set you ahead of your competition.

7. Delegation. When you own a small business you have to wear many hats. You are the CEO, GM, admin manager, customer service manager, research and development person, sales and marketing manager and everything else. It’s not practical to manage your business this way and hope to grow at the same time. Delegating responsibilities and tasks is an important component of running an efficient and successful business. As the business owner your time should be spent growing the business, working on the business, not in it.

8. Internet. I am not talking about using the Internet to sell your product or service [even though it is often used for this] but rather use it for research, communication Free Reprint Articles, making payments to save time. Use the internet to gain more for your business to save time and money for business building tools and the latest resources.

Your partner in business success

Dan

Source: Free Articles from ArticlesFactory.com

ABOUT THE AUTHOR

Helping people and business to be the best they can be now! If you liked this information and want more get the ‘Six steps to more business quickly’:http://www.leadbuildingsystems.com . Thinking about Starting a business and want to know how: http://www.startingabusinessnow.com/ Want to Grow a Small Retail Business fast: http://www.howtogrowasmallbusiness.com/

NYU addresses the growing restaurant sector and ensures that aspiring restaurateurs possess the business fundamentals needed to succeed.

“We wanted to develop a curriculum that would serve the educational and training needs of both industry veterans and those seeking to launch their careers or new business ventures,” said Dr. Kristin Lamoureux, clinical associate professor and associate dean, NYU School of Professional Studies Jonathan M. Tisch Center for Hospitality and Tourism.

NYU addresses the growing restaurant sector and ensures that aspiring restaurateurs possess the business fundamentals needed to succeed.

August 3, 2016 – New York City
PRESS RELEASE BY:
Aaron Ross
Assistant Director – NYU School of Professional Studies

Jonathan M. Tisch Center for Hospitality and Tourism
7 East 12th Street | 721E | New York, NY 10003 P (212) 998-7226

Despite the thousands of restaurants that go out of business each year, thousands more take their place as their owners pursue dreams of succeeding where so many others have failed. Despite the relative ease of launching a new venture, creating a restaurant that is successful in the long-term requires a balance between creating a memorable culinary and service experience and minimizing operational expenditures to ensure profitability.

To help address the needs of this growing sector and ensure that aspiring restaurateurs possess the business fundamentals needed to succeed, the NYU School of Professional Studies Jonathan M. Tisch Center for Hospitality and Tourism (sps.nyu.edu/tisch) is launching a new Professional Diploma in Restaurant Entrepreneurship for the fall 2016 semester.

“We wanted to develop a curriculum that would serve the educational and training needs of both industry veterans and those seeking to launch their careers or new business ventures,” said Dr. Kristin Lamoureux, clinical associate professor and associate dean, NYU School of Professional Studies Jonathan M. Tisch Center for Hospitality and Tourism. “By providing a framework for building knowledge and skills, access to industry leaders, and validating student learning through a comprehensive business plan, we can ensure that our diploma holders are prepared to not only start but grow successful businesses that will create lasting value for the communities in which they are based.”

This concentrated diploma program was designed with working professionals in mind and will be delivered in a blended – online and in-person format – which provides students with the utmost flexibility to complete the program. The 5 required courses include Restaurant Business Planning and Concept Development; Restaurant Financial Management; Restaurant Operations; Restaurant Sales and Marketing; and JobFocus: Restaurant Entrepreneurship.

Applications for the fall 2016 semester will be accepted until August 26. For more information about the Professional Diploma in Restaurant Entrepreneurship, including application requirements, and course faculty, click here. You may also call 212-998-7226 or email [email protected].

This program adds another option for students who would like to pursue a career in the restaurant industry, and is a perfect companion to the existing Diploma in Restaurant Operations and Guest Service, which focuses entirely on developing the skills to achieve operational excellence in the front- and back-of house. For information about the Restaurant Operations and Guest Service diploma, click here.

Small Business and Franchise Show on AM970 The Answer New York City.

This program will help put you on a clear path of starting and growing a business. An enterprise that you can call your own, one that can help you achieve freedom from a dead end job, help you gain financial independence, and true security for your family. We will explore ways for you to create, start & grow your ideal business or franchise. You’ll learn how it’s done, how to bring your dream to life, and The Risks and the Rewards of business ownership.

This Week We started our Small Business and Franchise Show on AM970 The Answer New York City. You can listen to the entire first broadcast at the Link below. Our guests were Harold Kestenbaum – Attorney and Nick Powills, CFE – No Limit Agency. Give a Listen and tune in every Sunday at 3pm EST. Also feel free to call in with your questions. https://soundcloud.com/small-biz-and-franchise-show

Franchise or not: How To Create An Authentic Call To Action To Attract Clients

Begin Article By: Fabienne Fredrickson

This is one of the most powerful components to really prepare for the sale. You’ll share client stories several times during your talk. For example, talk about a particular strategy, then follow up by saying,

How To Create An Authentic Call To Action To Attract Clients

When you are speaking live or conducting a free teleclass, you want to finish with a strong call to action for your audience. Years ago I created a formula that I’ve used successfully as a call to action that is authentic and pulls prospects towards you.

There are three main components to this call to action.

1. Deliver loads of content. Start your talk or presentation by delivering a lot of content with plenty of value. This is the foundation for all of the marketing you do and gives you credibility, sets you up as an expert and creates good will since you are willing to share your knowledge generously.

2. Seed in Client Success Stories. Next, throughout the presentation, seed in success stories to attract clients. By sharing these stories, you communicate, “I am for hire,” without saying, “Please hire me.”

This is one of the most powerful components to really prepare for the sale. You’ll share client stories several times during your talk. For example, talk about a particular strategy, then follow up by saying, “My client Jane, who I work with privately, took this concept and added another $5,000 a month to her business. Pretty cool huh?”

You are not only saying you work with clients, but you are seeding the talk with indirect testimonials or case studies as well. This makes the resulting success very real to the listeners. In a one-hour talk, you can probably share stories or case studies three to four times. Of course you don’t want to over-do it either because you don’t want to sound too “sales-y.”

3. Wrap Up with a Soft Close to Attract Clients. At the end of the presentation I recommend this soft close which works for private clients. I’ve used this with great success for many years. Here’s what I say to attract clients:

“I hope you’ve enjoyed the information. Please don’t make this ‘shelf-help’ in the sense that you put your notes from this talk on the shelf and never do anything with it. Please take action. Please implement.

However, if you found that you have questions, you feel overwhelmed, or you simply want to work with the concepts faster than you could on your own, please contact me. Let’s see if I can help. I’m very accessible. You can tell me about your situation and we’ll see if I can help.”

That’s it! If you’ve left your contact information, your business card, your one sheet flier and your testimonials on their seats, you will walk away with new clients.

Your Assignment: When is your next talk? Think about all the client stories you have. Then put them into categories about what points they support. Find the best three of four that fit with your talk and find places to insert them. Practice the soft close so you feel comfortable with it and then deliver to attract clients like crazy.


Fabienne Fredrickson, The Client Attraction Mentor, is founder of the Client Attraction System®, the proven step-by-step program that shows you exactly how to attract more clients, in record time…guaranteed. To get your Free CD by mail and receive her weekly articles on attracting more high-paying clients and dramatically increasing your income, visit http://www.clientattraction.com

http://articles.submityourarticle.com/how-to-create-an-authentic-call-to-action-to-attract-clients-355295

END ARTICLE
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6 Things NEVER to Say During Your Sales Presentation

Let’s face it – when selling over the phone, all you have is your voice, and the way you deliver your presentation – the words you use, the inflection, pacing and timing you use – has a huge impact on the way you are perceived by your prospects. Unfortunately, many sales reps project an image of being unprepared, unsure, rushed and sometimes even scared.

6 Things NEVER to Say During Your Sales Presentation

This article is written and owned by Mike Brooks

I’ve been listening to sales rep pitch their products and services for over 25 years now, and there are still words, phrases and techniques that send shivers down my spine. And I’ll tell you now they send shivers down the spines of their prospects and clients, too.

Let’s face it – when selling over the phone, all you have is your voice, and the way you deliver your presentation – the words you use, the inflection, pacing and timing you use – has a huge impact on the way you are perceived by your prospects. Unfortunately, many sales reps project an image of being unprepared, unsure, rushed and sometimes even scared.

Your prospects sense this immediately. They know from your first few sentences whether they are dealing with a confident sales pro, or with someone who isn’t very sure of what they’re selling and who is uncomfortable with the sales process. And like sharks, these prospects will attack and blow you off with all the stalls, resistance and objections you get now.

If you want to project an image of professional competency, then make sure and avoid using any of the following statements or words:

What NOT to say when cold calling or prospecting:

1) Stop opening your calls with, “How are you?” I’ve written about this before, but 99% of sales reps are still telegraphing themselves as unwanted sales persons by starting out their conversations this way. How do YOU feel when someone you don’t know calls you and uses this worn out line? Probably like hanging up on them- which is exactly how your prospects feel as well. So stop it!

Instead, use a better opening line that immediately differentiates you from all the other sales reps calling your prospects. Use something that connects with them instead, that focuses them on the call and that forces them to think and interact with you.

A few of my favorites are: “How’s your Tuesday going so far?” and “Has it started/stopped snowing there yet?” and “Can you hear me O.K.?”

2) Take the word, “individual” out of your vocabulary when speaking, emailing or otherwise addressing a prospect, as in, “I know you’re a busy individual” The word individual is an institutional, cold phrase that doesn’t belong in a sales conversation.

Think about it: When was the last time someone you didn’t know called you and referred to you or your wife as “individuals”? How’d that make you feel? Did it give you the warm and fuzziness or did you make you think you were about to be committed?

The language you use must help you create a natural, conversational tone, and words like, “busy individual” or “busy professional”, etc, do just the opposite.

3) “Things of that nature.” I cringe as I even write those words;. Whenever I hear a sales rep end a sentence with “Things of that nature,” I’m pretty sure they have no idea of what they’re talking about. That phrase is most often used by mediocre sales reps to hide or cover up the truth that they don’t know all the details of what they’re talking about. Or, it is used to as lazy way to bridge into other qualifying questions.

If you are using it now, please consider using something else, or better, explain a few of those “things” and then use a tie down to see how that landedn br />

What NOT to say when closing a sale:

1) “Can you transfer me to (the decision maker)?” Most presentations end with the stall: “Well, I need to run this by my boss/partner/manager/corporate, etc.” Unfortunately, this usually comes as a surprise to many sales reps who failed to qualify for this upfront. Some sales reps then think they can just bulldoze through the stall by demanding to talk to the decision maker right then and there.

While I applaud you for your tenacity, asking to blatantly go above the person’s head you’re speaking to or have just pitched, immediately alienates them. Often times this person is some kind of sales influencer and alienating them is NOT what you want to do.

Instead you should use different techniques, one of which being: “So, John, when you consult with your manager, is this something that you’re sold on and will recommend to them?” (If yes, then): “Great, how can I help you sell them on this?” (Only if they can’t think of anything): “Would it help if I spoke to them and went over this just like I did with you?”

That’s the way to get permission and to finally earn the right to speak to the decision maker.

2) “I don’t know about that – let me get back to you.” It’s O.K. that you don’t have an answer for something, but what’s important is that you convey that in a confident manner. Try any of the following:

“That’s a great question and we have several ways of handling that. Let me ask you a couple of questions regarding your particular situation, and then I’ll be able to get the best solution for you” OR

“That’s a good question for my technical support team. Let me see what they would propose and get back with you.” OR

“We have a whole department that deals with that, and I’ll check with them to give you the best solution.” Each of these responses helps you delay answering until you get the right answer, but they paint the picture of a bigger, more competent company structure which helps to give you credibility.

3) “When should I call you back?” Why would you want to put the crucial follow up of your sale in the hands of your customer? Asking this question means handing over control of the sale to the prospect which means you lose control. That’s bad. Here are better ways of keeping control and getting a commitment for a follow up call:

“How long will that take?” Then: “O.K. I’ve got my calendar open and that would put us to Tuesday of next week. Are you looking at your calendar? Great. How does 2:45pm look for you?” OR

“(Prospect Name) you’re probably as busy as I am, so let’s go ahead and schedule a follow up call to access progress. I can do this same time (tomorrow, Friday, next week), does that work for you?” OR

“It’s going to take me (a day, two days, a week, etc.) to get this started on my end, how about I give you a call around Friday at this time to see if there’s anything else you need? Does 2:15pm work for you again?”

The key here is to get a commitment. All top producers remain in control of the selling process and know when the next call in the sales cycle is – and so do their prospects!

So there you have six things to stay away from during your next sales call. As you use these techniques, you’ll find yourself developing better rapport, getting more information and staying in control of your selling situations. Heck, it’s starting to sound like you’re a top producer already!


Mike has been voted one of the most Influential Inside Sales Professionals 3 out of the last 4 years by The American Association of Inside Sales Professionals, and is THE recognized authority in the industry. Mike is hired by business owners to implement proven sales processes that help them immediately scale and grow Multi-Million Dollar Inside Sales Teams. http:
//www.mrinsidesales.com
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