Sales in “The Founder”

In a movie clip from The Founder, many very effective sales techniques are displayed when Harry Sonneborn meets Ray Kroc. While Ray Kroc is speaking with a banker, Harry Sonneborn is sitting in the booth next to them and listening to their conversation and this is where he sees his opportunity to sell Ray Kroc. His active listening and attention to his surroundings are on display here to take advantage of the opportunity. He then follows Kroc outside, speaks with him, and offers his help. Harry when initially meeting Kroc is complimenting his fast food chain and explaining he goes there once a week. He is doing this to attempt to instill trust with Kroc. Harry then speaks of the problem he overheard Kroc having and sets up a meeting to discuss solutions. At the meeting, Harry looks through information to confirm that he understands where the business is at. Harry then asks a question about how the land and buildings work in Kroc’s franchise business. Harry seems to already understand the problem but he is asking the right questions to get Kroc on the same page with what the problem is. After a few questions in a row where Kroc answers yes he seems to get a feeling that Harry is trying to say something. Kroc then asks what the problem is. Harry then answers the question and shows the solution he believes Kroc should use. He explains everything in depth, explaining how income will be produced, and explaining the power he will have if he does this solution with real estate. After hearing the pitch Kroc seems very intrigued but he has one question. His question is that if he does all this will the original owners of McDonald’s be mad. Harry answers very quick saying a simple “yes”, then proceeds to say simply “What do you say Ray”. This sales pitch was very efficient and effective. Harry asked quality questions, offered his solution in depth to show he knows what he is talking about and instilling trust, He then closes the deal by not saying too much and attempting to get a commitment right away.