Stop Giving Everything Away & Start Making More Franchise Sales

The Franchise sales process has changed since I began over 20 years ago. Back when I started out, people interested in franchises used the telephone to inquire and request information. Because they saw our ads in the Wall Street Journal or some other important franchising magazine.  We talked to them and sent our info packets out through the mail or UPS NextDay.  The sales process had begun. But, today franchisors…

The Main Reason Your Franchise Recruitment Website Will not Sell Franchises

The quality of franchise sales has decreased over the last twenty years.  And I know some of the reasons why & what can be done to reverse the trend. First, we have to remember that there is no specialized franchise sales training available to franchisors.   In contrast to Amazon, Microsoft, IBM and Xerox, there is no sales as process, no question based selling or no consultative selling training offered…

Bring Out Your Dead

Remember – “Bring out Your Dead? Well, you might be killing your leads too early, too.  In the early 1990s,  I was in charge of US development for a top QSR franchise.  At that time we relied on targeted marketing by DMA (Designated Market Area), trade shows and the display advertising to attract attention to our franchise offering. Ours leads came in by telephone, brochures & applications were mailed and…

Why Passionate Franchisors Cannot Sell, Neil Rackham Explains in Two Minutes.

Neil Rackham is one of the best known modern sales leader who combines expert theoretical knowledge with practical intuitions to deliver effective sales-as-a-process tools. Sales-as-a-process dates back to NCR’s founding father, John Henry Patterson. Rackman, the author of Spin Selling, has updated some of Patterson’s original thinking about how to create an effective sales process. One surprising result is that passion won’t produce sales.  Because passionate people aren’t conscious listeners.…