Franchise Sales
The franchise recruitment 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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2015 AFDR highlights: Franchisors set annual sales goals. Learn what the brands that exceeded their goals last year did right.
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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.
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2015 AFDR highlights: Responses by franchisors to qualified mystery shoppers who submitted inquiries through their websites reveal that much room for improvement remains.
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2015 AFDR highlights: Multi-unit franchisees' favorite places to find new brands.
- Eddy Goldberg
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Top 10 trends in franchise lead generation, from the Franchise Performance Group, points the way to increased franchise sales in 2015.
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Effective closing skills are critical in the franchise sales process. Learn how to develop them in yourself - and your team.
- Steve Olson
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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.
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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.
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Feeling butterflies in personally uncomfortable situations is a human condition. We all know and have experienced this.
- Steve Olson
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Executive review committees typically are composed of senior franchise executives who review a candidate's qualifications before granting them a franchise.
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Discovery Day is show time! Whether you have one franchise or a thousand, this special event propels your sales process to a crescendo.
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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.
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Objective: Candidate gains insights and understanding of the opportunity from owners. Review the results of your candidate's conversations.
- Steve Olson
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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
- 3,346 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.
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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.
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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.
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Most young franchisors have their sales executive initially screen and pre-qualify prospects.
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The foundation of your successful selling program starts with your sales process.
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Best-selling business author and trainer Zig Ziglar once said, "People don't buy drills, they buy holes."
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What you don't know, you can't measure. And what you can't measure, you can't improve!
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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.
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- Steve Olson
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This is the first of a three-part series on how to optimize your franchisee conventions.
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