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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.



  • Naranga
    Naranga, a comprehensive franchise technology provider, delivers software solutions to help franchise businesses scale, at any size. Clients turn to Naranga when support, scalability, visibility and brand consistency are their top priorities.
  • Multi-Unit Franchising Conference
    MUFC is the premier annual event for the country’s leading Multi-Unit Franchisees. Meet the most powerful players in Multi-Unit Franchising. Our 2019 Multi-Unit Franchising Conference will be held from March 24-27 at Caesar's Palace, Las Vegas.
  • Franchise Leadership & Development Conference
    Oct. 15-17 Atlanta, GA. FLDC is all about Brand Growth and Development. This powerful 3 day event combines exciting presentations with intimate, peer-to-peer problem-solving workshops and roundtables. Over 500 attendees, almost 200 Franchise Brands.
  • Accelerated Brand Strategies
    Accelerated Brand provides your brand access to the nation's largest platforms to bring paying customers right to your door!
  • Clayton Kendall
    Clayton Kendall provides franchise communities nationwide with comprehensive branded merchandise programs leading to greater brand exposure, cost-savings, streamlined operations and brand compliance.
So many good things are happening in franchising these days, it's hard to keep up! So welcome back to "Good News" – our monthly roundup of franchise growth, finance, international expansion, milestones, and other positive news from franchisors large, medium, and emerging.
  • Eddy Goldberg
  • 2,920 Reads
Integrating technology into the sales process at Chem-Dry from Doug Smith, vice president of franchise development.
  • Kerry Pipes
  • 2,791 Reads 1 Shares
3 tips on integrating technology into your sales process from Tim Courtney, vice president of franchise development at CruiseOne.
  • Kerry Pipes
  • 2,405 Reads
So many good things are happening in franchising these days, it's hard to keep up! So welcome back to "Good News" - our monthly roundup of franchise growth, finance, emerging concepts, and other positive news from franchisors large, medium, and small.
  • Eddy Goldberg
  • 3,950 Reads 7 Shares
2015 AFDR highlights: Franchisors set annual sales goals. Learn what the brands that exceeded their goals last year did right.
  • Eddy Goldberg
  • 1,876 Reads
2015 AFDR highlights: Website mystery shopping of nearly 150 brands reveals most franchisors have a long way to go to excellence; social channel usage still lacking.
  • Eddy Goldberg
  • 2,745 Reads 34 Shares
2015 AFDR highlights: Responses by franchisors to qualified mystery shoppers who submitted inquiries through their websites reveal that much room for improvement remains.
  • Eddy Goldberg
  • 1,896 Reads 3 Shares
2015 AFDR highlights: Measuring cost per lead and per sale. How well are you tracking these critical metrics?
  • Eddy Goldberg
  • 2,656 Reads 60 Shares
5 ways to build your franchise sales team to match your stage of growth
  • Steve Olson
  • 2,346 Reads 18 Shares
2015 AFDR highlights: Multi-unit franchisees' favorite places to find new brands.
  • Eddy Goldberg
  • 2,126 Reads 40 Shares
Top 10 trends in franchise lead generation, from the Franchise Performance Group, points the way to increased franchise sales in 2015.
  • Thomas Scott and Joe Mathews
  • 10,579 Reads
Open a Checkers Drive-In Restaurants Franchise
Checkers Drive-In restaurant franchises are small but efficient making our restaurants easy to operate and typically reduced overhead costs.
Part 5, the final installment of this serialized e-book by Joe Mathews on how to create a buyer-centric franchise sales process, examines deal pacing and managing emotional engagement.
  • Joe Mathews
  • 2,407 Reads
Effective closing skills are critical in the franchise sales process. Learn how to develop them in yourself - and your team.
  • Steve Olson
  • 2,137 Reads
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
  • 2,623 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
  • 4,375 Reads
Feeling butterflies in personally uncomfortable situations is a human condition. We all know and have experienced this.
  • Steve Olson
  • 2,070 Reads 15 Shares
Executive review committees typically are composed of senior franchise executives who review a candidate's qualifications before granting them a franchise.
  • Steve Olson
  • 1,941 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
  • 1,757 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
  • 2,516 Reads
Objective: Candidate gains insights and understanding of the opportunity from owners. Review the results of your candidate's conversations.
  • Steve Olson
  • 2,097 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
  • 1,259 Reads 15 Shares
Open a Pearle Vision Franchise
Pearle Vision is one of the most recognizable, premium optical franchises, offering a proven business model in an industry with sustainable demand.
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
  • 2,768 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
  • 1,854 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
  • 1,812 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
  • 6,674 Reads
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
  • 1,719 Reads
Most young franchisors have their sales executive initially screen and pre-qualify prospects.
  • Steve Olson
  • 4,304 Reads 2 Shares
The foundation of your successful selling program starts with your sales process.
  • Steve Olson
  • 4,390 Reads 260 Shares
Best-selling business author and trainer Zig Ziglar once said, "People don't buy drills, they buy holes."
  • Thomas Scott and Joe Mathews
  • 5,284 Reads 644 Shares
Franchisee validation is driven by three factors. The first is unit-level economics. Are franchisees' financial returns meeting their expectations?
  • Joe Mathews
  • 2,631 Reads
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