FFA Sales Call Structure
Posted: December 13th, 2009, 6:17 am
The "FFA Sales Call Structure"
FFA means Find, Find, and Ask.
Find a car with a repairable rock chip. Then Find the owner of that car. Then Ask them if they want you to repair it.
OK, so you’ve got your training, you have your business cards and flyers printed. Now you need some windshields with repairable stone damage.
The first step is the easiest. Walking through parking lots at office/industrial parks or residential streets is where you Find them.
The second step is more difficult. That is, Finding and speaking to the owner/decision maker. But, when you are face to face with the owner, brings us to:
The third step is to Ask. This is where many variables come into play. Depending on your chosen way of selling. No matter how you inform the prospect that you provide a cost effective, preventive maintenance solution to the problem, you must, in all cases, ASK!
In a previous life, I was a sales/service consultant for a manufacturer of data terminals that linked mainframe computers with remote work stations. I would go into corporate conference rooms, set up the demo equipment, then proceed to put on a “dog and pony show” where I would explain every aspect of how this system would make their work flow more efficient and save them money. After I was finished, I would pack it all up and wheel it out with the company’s promise that “they would get back to me”.
I finally realized that after all the information I had imparted, I simply wasn’t “ASKING THEM FOR THEIR BUSINESS”!
After making a simple adjustment of making sure I had “decision makers“ in the room, and “ASKING FOR A DECISION”, I began leaving with signed contracts.
This was obviously a complex and lengthy “sales cycle”. Each piece of business had an average 90 day turnaround from initial contact to closing.
Now, that’s changed dramatically with WSR. The “sales cycle” is an average 30 MINUTES!, from initial contact to closing to a completed piece of business. WOW!
MORE TO COME
FFA means Find, Find, and Ask.
Find a car with a repairable rock chip. Then Find the owner of that car. Then Ask them if they want you to repair it.
OK, so you’ve got your training, you have your business cards and flyers printed. Now you need some windshields with repairable stone damage.
The first step is the easiest. Walking through parking lots at office/industrial parks or residential streets is where you Find them.
The second step is more difficult. That is, Finding and speaking to the owner/decision maker. But, when you are face to face with the owner, brings us to:
The third step is to Ask. This is where many variables come into play. Depending on your chosen way of selling. No matter how you inform the prospect that you provide a cost effective, preventive maintenance solution to the problem, you must, in all cases, ASK!
In a previous life, I was a sales/service consultant for a manufacturer of data terminals that linked mainframe computers with remote work stations. I would go into corporate conference rooms, set up the demo equipment, then proceed to put on a “dog and pony show” where I would explain every aspect of how this system would make their work flow more efficient and save them money. After I was finished, I would pack it all up and wheel it out with the company’s promise that “they would get back to me”.
I finally realized that after all the information I had imparted, I simply wasn’t “ASKING THEM FOR THEIR BUSINESS”!
After making a simple adjustment of making sure I had “decision makers“ in the room, and “ASKING FOR A DECISION”, I began leaving with signed contracts.
This was obviously a complex and lengthy “sales cycle”. Each piece of business had an average 90 day turnaround from initial contact to closing.
Now, that’s changed dramatically with WSR. The “sales cycle” is an average 30 MINUTES!, from initial contact to closing to a completed piece of business. WOW!
MORE TO COME