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Message from the Author
Dear Reader:
Congratulations! You’re the owner of an independent or franchised business and you love what you do.
But now you realize you have to be a salesperson, too!
Much as you’d like your business to grow, you know it will not grow by itself.
You’re eagerly searching for a way of selling that is easy and comfortable for you.
Or, you’re already involved in a sales career and yearning for a simple, step-by-step sales model with a fresh approach.
I wrote this book for you.
I wrote it because I love selling and because I know that selling is an absolute necessity if you want to share your passions with the world.
I wrote it with the firm knowledge that you already have most of what it takes to use this system successfully. The rest is a simple, step-by-step process that you can learn, whether you’re an introvert, an extrovert, or someone in between.
I wrote it because I have seen many skilled and competent professionals come to a halt with their business growth because they are so uncomfortable with the notion of selling.
And I wrote it because I know how hard it can be for those of you who are responsible for sales to motivate yourself, year after year, to continue to grow your business.
In 1993, even though I had no formal sales training, I was tapped to lead the Franchise Sales Department for Sylvan Learning Systems, Inc., the largest education company in North America.
What I lacked in professional training was made up for in sheer enthusiasm. I felt a great excitement about how Sylvan Learning Centers could help kids!
So… new to the position and without a sales process in place…I was called upon to create one.
I asked myself, “If I were the customer making this buying decision, how would I want to be treated and what would I need to know?”
Based on my answers, I created a sales process that came from my best place… my heart.
Early on, I learned that if I “clicked” with an individual at the onset, we were likely to go the distance together. So I tried to create this “Magic Click!” with every prospect.
And guess what? It worked! Over a seven-year period, my sales team and I doubled the number of Sylvan Centers in the U.S. and Canada from 300 to 750+.
We helped to bring Sylvan to its designation as the #1 Franchise Opportunity in North America.
I’m sure I wasn’t born to be a salesperson. But I do know this to be true: I was born to excite other people about the things I believe in.
Welcome aboard! I am eager to share with you all that I know so that your businesses, too, will become wildly successful!
Here’s to happy selling!
Warmly, Flo Schell, EdM
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Table of Contents
Message from the Author
Acknowledgements
Definition: The Magic Click!
Helpful Guidelines for Readers
Welcome
Our Goal Together Create the Best Sales Experience Ever
The 3 Prerequisites You Already Have Most of What It Takes
Preparation Stage
Step 1 Know What Makes You Special
Step 2 Choose Your Customers Well
Step 3 Get Clear on Precisely What You Have to Offer
Step 4 Tell Your Customers How You Solve Their Problems
Step 5 Create a Marketing Image for Your Customers
Step 6 Reach Out to Your Favorite Customers
Connection Stage
Step 7 Greet your Favorite Customers Everywhere!
Step 8 Create The Magic Click! & Move the Relationship Forward!
Step 9 Navigate the Land Mines & Come to Commitment
Living Together Stage
Step10 Be Masterful with Your Customer Relations
Epilogue When it’s Time to Part… Create a Soft Landing and Stay in
Touch for a Long, Long Time
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Definition: The Magic Click!
The feeling of excitement and intrigue that comes over you when you connect with a certain someone…
The spark that lets you know that there is something about a person you like… and are drawn to
The magic moment that brings two people closer together and leaves them yearning for more…
This feeling of connection… this intangible coupling…
is known as
The Magic Click!
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