Franchise Sales
The franchise sales process is not just about closing the deal. It’s about finding the right fit for both candidate and brand. Learn how to move your franchise prospects and candidates through your sales process to determine if there’s a match. To achieve this, you’ll need the right team. Find out how to evaluate your franchise sales and development team, and best practices for pay, incentives, and commissions to attract and retain top sales talent and meet your development goals.
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Last issue we discussed the first of the three key selling skills involved in effectively selling new franchises--and how they apply in good economies and bad.
- Steve Olson
- 3,484 Reads 2 Shares
In previous issues of this newsletter, we've covered many components and aspects of The Six Steps to Selling Success from Steve Olson's best-selling book "Grow to Greatness," a guide to building and sustaining a successful franchise brand.
- Steve Olson
- 5,747 Reads
Feeling butterflies in personally uncomfortable situations is a human condition. We all know and have experienced this.
- Steve Olson
- 2,789 Reads 1,023 Shares
Executive review committees typically are composed of senior franchise executives who review a candidate's qualifications before granting them a franchise.
- Steve Olson
- 3,165 Reads 15 Shares
Discovery Day is show time! Whether you have one franchise or a thousand, this special event propels your sales process to a crescendo.
- Steve Olsen
- 2,421 Reads
We asked James R. Walker, Chief Development Officer at The Johnny Rockets Group, how his company is using technology to identify, reach, and track prospects. Here's what he had to say.
- Kerry Pipes
- 3,222 Reads
Objective: Candidate gains insights and understanding of the opportunity from owners. Review the results of your candidate's conversations.
- Steve Olson
- 2,767 Reads
We asked Chris Cheek, chief development officer at Toppers Pizza, what role diversity plays in his brand's recruitment and development process. Here's what he had to say
- Chris Cheek
- 1,815 Reads 15 Shares
Stories are the basis of human communication and decision-making. We use stories to relate to one another and make sense of the world around us.
- Joe Mathews and Thomas Scott
- 3,535 Reads
Everyone knows the names of the most popular business books and the gurus who wrote them: Peter Drucker, Tom Peters, Ken Blanchard, Jim Collins... you know the list.
- Eddy Goldberg
- 2,560 Reads
Now's the time to start pre-closing your prospect. As franchise pros stress, "The best close starts with the opening!" This is the most opportune time to set expectations and take control through leadership.
- Steve Olson
- 2,472 Reads
The face of America's franchise owners is changing. In the traditional franchise model, the franchisee purchases a brand and follows an operator's manual.
- Jennifer Tucker
- 10,908 Reads 1,014 Shares
This meeting with your prospective candidate is the most important step in the recruitment process. It's your first real "date," the one that determines whether you two have what it takes for a serious relationship.
- Steve Olson
- 2,374 Reads
Most young franchisors have their sales executive initially screen and pre-qualify prospects.
- Steve Olson
- 6,740 Reads 8 Shares
The foundation of your successful selling program starts with your sales process.
- Steve Olson
- 7,672 Reads
Best-selling business author and trainer Zig Ziglar once said, "People don't buy drills, they buy holes."
- Thomas Scott and Joe Mathews
- 6,858 Reads 2 Shares
Franchisee validation is driven by three factors. The first is unit-level economics. Are franchisees' financial returns meeting their expectations?
- Joe Mathews
- 3,868 Reads
What you don't know, you can't measure. And what you can't measure, you can't improve!
- Steve Olson
- 2,933 Reads 94 Shares
Franchise Performance Group has been studying and creating franchise sales "tipping points" since 2002. In this e-book we identify and explain the 10 Keys to Creating a Tipping Point.
- Joe Mathews
- 2,733 Reads 100 Shares
Getting the most from your advertising spend is more important than ever. These 9 tips can help you become more effective at choosing where you place your ads - and how to evaluate the results.
- Steve Olson
- 3,780 Reads 262 Shares
This is the first of a three-part series on how to optimize your franchisee conventions.
- Evan Hackel
- 7,154 Reads 1 Shares
As a bootstrap franchisor, there certainly are ways you can gain public attention through your own personal efforts.
- Steve Olson
- 4,866 Reads 31 Shares
Jersey Mike's has developed a recruitment system that's strong on speed, efficiency, and good communication, says Brian Sommers, vice president of franchise development for the Manasquan, N.J.-based franchisor.
- Debbie Selinsky
- 4,978 Reads 708 Shares
Franchise shows were the champions of recruitment during the 1980s and early 1990s. Franchisors effectively sold owners throughout the U.S. by "working the circuit" 40 weeks a year.
- Steve Olson
- 3,601 Reads 81 Shares
For many franchisors, the traditional advertising vehicles - portals, print advertising, PR, and broker networks - do not appear to be working as effectively as they were five years ago.
- Joe Mathews
- 9,420 Reads 1 Shares
Last year the headline on our Annual Lead Generation Survey story in Franchise Update magazine read: "Adapt or Die."
- Eddy Goldberg
- 4,829 Reads 225 Shares
Who is your ideal franchise buyer? Let's begin with knowing your market.
- Steve Olson
- 4,839 Reads 1 Shares
Try a few of these selling tips to sharpen your process and accelerate your inquiry-to-close cycle.
- Steve Olson
- 5,963 Reads 389 Shares
What are you doing to create a compelling, response-driven recruitment website for your brand?
- Franchise Update
- 5,478 Reads 517 Shares
The Annual Franchise Development Report (AFDR) from Franchise Update Media Group is a comprehensive research guide to sales and lead generation performance in franchise recruitment.
- Franchise Update
- 4,488 Reads 24 Shares
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