Franchise Sales Secrets Podcast

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 mos...

In this episode, I cover seven reasons why franchise candidates aren't buying today and the  attributes that all top franchise developers possess that help them make the sale more consistently.

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 worrie...

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 continu...

In this episode, I discuss nine lessons about how you can sell more franchises in today's changing economy. If you have struggled to understand what will help you bring in new franchisees in recent weeks, these lessons will help you evaluate what you are doing now and what you could and should be doing to get back on track with your sales goals.

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...

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. 

In this episode, host and best-selling author James Butler talks about the first five reasons why franchise developers and brokers aren't selling more franchises and what they can do about it. The second five reasons are discussed in Part 2.

In this episode, I discuss the four options a franchise candidate has when they conclude your discovery process, seven reasons why franchise candidates don't buy your franchise when it is offered to them, eight commitments required to get better at closing sales, and the ten attributes of franchise developers who are excellent at closing sales.

In this episode, I discuss how to gain agreement in the sales process through a series of four questions and nine specific closing choices you have as you ask for and finalize the franchise sale.

In this episode, I talk about the four categories of franchise candidates who enter your discovery process and how you must interact with each group to succeed at overcoming indecision. I also talk about six specific strategies you must utilize if you are going to help franchise candidates overcome their indecision about moving forward with your franchise brand.

In this episode, I talk about achieving HARD Goals and how to set up your own system of accountability to help you move from your expectations and current reality to what needs to be done on a daily and weekly basis to make more franchise sales. I also discuss the seven steps of the franchise sales process and the eight roles that you need to better develop to get better at selling more franchises...

At the conclusion and epilogue of my book Franchise Sales Secrets , I share several suggestions to help you thrive in an extremely competitive environment with your business and sanity intact. All of us struggle with disappointment and discouragement when things don't go according to plan. That is a part of business. Yet, as leaders, we have to be optimistic about the future while still confrontin...

It can be easy to lose perspective. Many franchise developers and franchisors have realized this as they experience whiplash from the up and down roller coaster ride with their sales in today's economy. In this chapter, I discuss eight ways about how you can stand out to prospects and clients and act more decisively towards putting together marketing promotions to reinvigorate your business and ma...

In this chapter, I discuss the most important elements that can help your franchise create and build a powerful competitive advantage. I also share seven game changers you can use to better stand out in the marketplace, five ways to reposition your competitors, and fourteen questions you should ask to evaluate how well you stand up to your competitors, and if you have what it takes to create the e...

In this chapter, I outline the costs of a mis-hire, how to recognize A players and recruit them to your team, the realities of hiring today, how to evaluate the performance of every position in your franchise support team, how to create a culture of leadership, and constantly be developing great leaders around you. No one achieves any significant goal alone. This chapter shows how to build better...

There is power in taking action. In this chapter, I discuss five things you must be doing now as a franchisor or franchisee in your business including how to stay focused, how to better delegate tasks in your business, how to get better response from your marketing efforts, the critical nature of building your franchise brand, and what actions you must take to pay the price in reaching your goals....

In this chapter, I discuss the powerful force of resistance that stops us from doing what we know we need to do. In order to get anything done and to stay focused on your personal and business goals, you have to beat resistance every day of your life. Stephen Pressfield in his excellent book, The War of Art, makes this observation: "Most of us have two lives. The life we live and the unlived life...

In Chapter 8 of my book Franchise Sales Secrets , I talk about the value of creating and implementing systems to ensure that franchisees deliver on your brand promise. In a franchise, a system is a way of doing things to produce a specific business result. The system is the solution to get the results you want. I outline three characteristics of a great system, six mindshifts and mindsets that are...

After every interaction or transaction at your franchise, your franchisee is one of three things: 1) Disappointed because they got less than they expected, 2) Satisfied and only got what they expected, or 3) Delighted because they got more than they expected. We can all go beyond just aiming to satisfy franchisees and clients. In this chapter, I talk about nine ways to evaluate how well you are do...

In this chapter, I talk about six problems with selling on price and how to build your unique, personal, and unique value in your franchise niche. I also discuss ten strategies in depth that you can use to increase your profitabilty and pricing for what you sell in your business. One of the biggest parts of learning how to sell with value as opposed to selling on price is understanding the languag...