Franchise Sales Secrets Podcast

In this episode, I talk about four things that increase resistance when you first start talking with a franchise candidate and the five critical elements that must be a part of your initial conversation with a franchise candidate to build excitement around your brand. Ignore these approach elements at your own peril. The best franchise candidates know how to eliminate fear and build excitement about the franchise concept they present to their candidates. This episode shows you how to do it correctly.

No one likes to lose a sale. When franchise candidates sometimes say no (especially after you've invested weeks and months with them), you have to stay positive and get back on track. In this episode, I share nine things that all franchise developers and brokers should do when they don't make a sale and tips to raising overall franchise sales performance and specific ways that you can make the most of adversity, discouragement, and difficulty as you get back on track with your next franchise candidate.

I recently had a conversation with a franchise candidate who was overwhelmed with too many choices. He had recently been laid off from his job and his franchise broker kept putting new concepts in front of him week after week. By the time I talked with him, he had already met with a dozen franchisors and read through five FDDs. He was completely overwhelmed. On top of that, he was seriously worried about how he was going to provide for his family. He was scared, overwhelmed, and not sure what to do. Even though he had initially expressed interest in starting a franchise, by being completely overwhelmed, he wasn't able to understand what he was looking at and felt overwhelmed by fees and fears. This happens more often than it should. In this episode, I want to talk about why too many choices confuse candidates at the point when they are ready to make a decision. This influences whether or not they will say yes to your franchise. If they are overwhelmed or confused, the decision to buy your franchise is always delayed. Being thoughtful about how you present choices and limiting choices to one or two translates into more sales instead of giving franchise candidates the option to choose (which lengthens out the sales cycle and often doesn't lead to the franchise sale anyway with the candidate exclaiming, "I just can't choose." In this episode, I talk about how to focus your marketing and sales efforts to limit choices once you know what they are most interested in and to remember, to always keep the sales process simple and focused.

In this episode, I discuss ten common obstacles that mediocre franchise developers struggle with that limit their sales success. You can be a much more effective franchise developer by knowing what these obstacles are and avoiding them as you work with franchise candidates through your discovery process on the way to the sale.

In this episode, we talk about critical roles and the sequence that franchise developers must go through in order to make the sale. Specifically, we talk about four ways that franchise developers shortcut and ultimately sabotage the sales process and how they can avoid those mistakes, build trust, and get the sale.

In this episode, I discuss the difference between process training and event training in helping you and your franchise developers increase your franchise sales. I discuss six major reasons why franchise developers don't work to improve their sales skills and what can be done to turn this around. I also discuss five ways you can avoid going with the flow and change direction as the economy continues to shift and change. This discussion will help you see where you are going and give you the vision to get better results now.

In this episode, we cover the remaining 11 franchise sales blunders you must avoid if you want to sell more franchises (adding to the first ten that we covered in the last episode). You'll learn more about what is holding you back and what you can do specifically to be better at selling in today's competitive franchise market.

In this episode, I discuss ten of the twenty-one most common and destructive sales blunders and how to avoid them. I'll be covering the remaining eleven blunders in the next episode on the podcast. This discussion covers what not to do as well as what you should be doing as you work with franchise candidates explaining your franchise brand. Avoiding these sales blunders will allow you to make more franchise sales, more consistently.

In this episode, I talk about Matt Oechsli's excellent book The Art of Selling to the Affluent and discuss twelve commandments to selling franchises to affluent buyers in today's market that you cannot violate if you want to make more franchise sales, more consistently.

In this episode, we cover part two of 10 Reasons Why You're Not Selling More Franchises and What to Do About It and explain the remaining five reasons that hold back franchise developers and brokers from making more sales.