Franchise Sales Secrets podcast

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Key Lessons to Confidently Selling Others on Your Franchise Brand 13:53

16일 전13:53

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리스트

13:53

In this episode, I share four things you need to have confidence in about your brand and that franchise candidates should feel about you and your brand before you can make the sale. I also share four BIG questions you should ask yourself if your sales are struggling right now with your franchise and what you can do to get your sales results back on track.…

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How to Lower Resistance and the Five Critical Elements of Your First Interaction with a Franchise Candidate 11:14

30일 전11:14

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리스트

11:14

In this episode, I talk about four things that increase resistance when you first start talking with a franchise candidate and the five critical elements that must be a part of your initial conversation with a franchise candidate to build excitement around your brand. Ignore these approach elements at your own peril. The best franchise candidates know how to eliminate fear and build excitement about the franchise concept they present to their candidates. This episode shows you how to do it correctly.…

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9 Things to Do When You Don't Make the Sale and Tips to Raising Your Overall Franchise Sales Performance 9:26

7 weeks 전9:26

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리스트

9:26

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 most of adversity, discouragement, and difficulty as you get back on track with your next franchise candidate.…

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Seven Reasons Why Franchise Candidates Aren't Buying and the Attributes that All Top Franchise Developers Have That Result in a Sale 13:00

9 weeks 전13:00

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리스트

13:00

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.

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The Paradox of Choice - Why Having Fewer Options Will Help You Close More Sales 12:42

11 weeks 전12:42

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리스트

12:42

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 worried about how he was going to provide for his family. He was scared, overwhelmed, and not sure what to do. Even though he had initially expressed interest in starting a franchise, by being completely overwhelmed, he wasn't able to understand what he was looking at and felt overwhelmed by fees and fears. This happens more often than it should. In this episode, I want to talk about why too many choices confuse candidates at the point when they are ready to make a decision. This influences whether or not they will say yes to your franchise. If they are overwhelmed or confused, the decision to buy your franchise is always delayed. Being thoughtful about how you present choices and limiting choices to one or two translates into more sales instead of giving franchise candidates the option to choose (which lengthens out the sales cycle and often doesn’t lead to the franchise sale anyway with the candidate exclaiming, “I just can’t choose." In this episode, I talk about how to focus your marketing and sales efforts to limit choices once you know what they are most interested in and to remember, to always keep the sales process simple and focused.…

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10 Common Obstacles that Limit the Sales Success of Mediocre Franchise Developers 15:51

13 weeks 전15:51

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리스트

15:51

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.…

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Four Ways that Franchise Developers Shortcut and Sabotage the Sales Process and How to Avoid These Mistakes to Make the Sale 12:50

15 weeks 전12:50

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리스트

12:50

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.…

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How Process Training Will Improve Your Franchise Sales Skills and Results 17:31

17 weeks 전17:31

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리스트

17:31

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 continues to shift and change. This discussion will help you see where you are going and give you the vision to get better results now.…

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Nine Lessons About Selling More Franchises in Today's Changing Economy 27:50

20 weeks 전27:50

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리스트

27:50

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.…

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The 21 Biggest Franchise Sales Blunders You Must Avoid if You Want to Sell More Franchises - Part 2 39:46

21 weeks 전39:46

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리스트

39:46

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.…

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The 21 Biggest Franchise Sales Blunders You Must Avoid if You Want to Sell More Franchises - Part 1 45:50

23 weeks 전45:50

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리스트

45:50

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 franchise sales, more consistently.…

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12 Commandments to Selling to Affluent Franchise Buyers 15:07

25 weeks 전15:07

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리스트

15:07

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.

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10 Reasons Why You're Not Selling More Franchises and What to Do About It - Part 2 25:34

26 weeks 전25:34

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리스트

25:34

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.

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10 Reasons Why You're Not Selling More Franchises and What to Do About It - Part 1 35:57

26 weeks 전35:57

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리스트

35:57

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.

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Tips on Asking for and Closing the Franchise Sale - Part 2 14:27

30 weeks 전14:27

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리스트

14:27

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.…

Franchise Sales Secrets

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Tips on Asking for and Closing the Franchise Sale - Part 1 19:55

32 weeks 전19:55

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리스트

19:55

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.

Franchise Sales Secrets

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Successfully Dealing with Indecision on the Part of the Franchise Candidate 15:19

36 weeks 전15:19

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리스트

15:19

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.…

Franchise Sales Secrets

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Dealing with Tough Objections that Stall or Stop Progress in the Franchise Sale 15:16

41 weeks 전15:16

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리스트

15:16

In this episode, I discuss two big ways that franchise candidates hijack the discovery process because of their fears. I also share four specific ways that you can overcome difficult objections that stall or stop progress in the franchise sale. By understanding the language patterns, steps, and tone you must have in the sales process, both you and the franchise candidate will have a clear understanding of what steps should be taken next as you progress towards the sale.…

Franchise Sales Secrets

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Reaching Your HARD Goals and Working Harder at Each Step and Role in the Franchise Sales Process 22:06

43 weeks 전22:06

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리스트

22:06

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, more consistently.…

Franchise Sales Secrets

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Bad Sales Habits Franchise Candidates Want You to Give Up - Part 3 12:12

45 weeks 전12:12

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리스트

12:12

In this episode, I conclude my discussion of bad sales habits that franchise candidates want you to give up by discussing seven more habits that you can and must avoid in your interactions with others in the franchise sales and discovery process.

Franchise Sales Secrets

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Bad Sales Habits Franchise Candidates Want You to Give Up - Part 2 18:05

47 weeks 전18:05

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리스트

18:05

In this episode, I discuss five more bad sales habits that franchise candidates want you to give up and discuss why making those choices in the Discovery Process will yield better results with your franchise sales.

Franchise Sales Secrets

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Bad Sales Habits Franchise Candidates Want You To Give Up - Part 1 19:42

49 weeks 전19:42

나중에 재생

리스트

19:42

In this episode, I talk about four bad sales habits that franchise candidates want you to give up as the first part of a three part series where a total of sixteen bad habits will be discussed. Learning how to overcome these bad habits will help you better connect with franchise candidates, eliminate resistance, and express greater empathy to those to whom you are explaining your franchise concept.…

Franchise Sales Secrets

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Communication Tips that Will Help You Connect with Franchise Candidates Faster on the Way to the Sale 16:18

51 weeks 전16:18

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리스트

16:18

Research has shown that seven out of ten marketing messages are misunderstood, mistaken, missed, or just plain messed up in one way or another. What this means is that you must be absolutely clear about what it is that you are asking and what the franchise candidate means by what he or she says they are looking for in order to help him or her find the right franchise to start for them. In this episode, I talk about communication tips you can use to help you better and more quickly connect with franchise candidates. I specifically discuss words you should say and the words you absolutely shouldn't say that automatically disengage you from a prospective franchise candidate when presenting your franchise brand. I also discuss ways to better involve the senses when selling to build trust, create excitement, and cause franchise candidates to want to move forward to the next step of your discovery process.…

Franchise Sales Secrets

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10 Suggestions for Better Selling Franchises to Millennials 19:42

1 year 전19:42

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리스트

19:42

In this episode, I talk about differences in selling to generational groups and specifically ten ways you can better sell franchises to the Millennial Generation. A franchise candidate's background affects his or her buying preferences. Franchise candidates don't buy the same way that you do, but if you can't get into their world and understand them, you'll be much more successful at establishing a meaningful connection in order to make the sale.…

Franchise Sales Secrets

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Dealing with Discouragement, Having Patience, and Better Ways to Ask for the Sale 17:08

1 year 전17:08

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리스트

17:08

In this episode, I talk about key ways that you can overcome discouragement when things go wrong with one of your franchise sales, how to overcome disappointments and letdowns, how to have more patience when the sale takes longer than you planned, and key ways to better ask for the franchise sale.

Franchise Sales Secrets

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The 12 Most Important Skills in Franchise Development and Key Lessons About Presenting Your Franchise Brand 17:16

1 year 전17:16

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리스트

17:16

In this episode, I talk about the twelve most important skills in franchise development and how to rate yourself and your skills so that you can work on improving these critical skills. I also share key lessons about presenting your franchise brand to showcase confidence without appearing arrogant and putting together the most important KPI's (key performance indicators) that measure what you do on a daily and weekly basis.…

Franchise Sales Secrets

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Franchise Sales Secrets Audiobook - Epilogue - Remain Optimistic and Focused in an Extremely Competitive Environment 23:19

1 year 전23:19

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리스트

23:19

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 confronting the brutal facts of reality. This means that we keep moving forward and take steps and actions that will help us get through challenging times. In this chapter, I share how you can lead your organization by fighting fears with action, how to lead better with optimism, and refusing to allow despair, doubt, and discouragement get you down.…

Franchise Sales Secrets

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Franchise Sales Secrets Audiobook - Chapter 13 - Reinvigorate Your Franchise and Marketing Message 21:44

1 year 전21:44

나중에 재생

리스트

21:44

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 marketing message. I also discuss how to get back in control of your business and your life if you feel that you've lost control with all that you have to do on a daily, weekly, and monthly basis.…

Franchise Sales Secrets

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Franchise Sales Secrets Audiobook - Chapter 12 - Differentiate Your Franchise and Create a Powerful Competitive Advantage 29:47

1 year 전29:47

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리스트

29:47

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 elements you'll need to beat your competitors.…

Franchise Sales Secrets

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Franchise Sales Secrets Audiobook - Chapter 11 - Build and Surround Yourself with a Excellent Team 35:21

1 year 전35:21

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리스트

35:21

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 teams, create an environment that encourages growth, and why great leaders are able to increase momentum (whereas good leaders can only sustain it). I also outline four ways you can build the right environment to develop and unleash leaders in your franchise, how to identify who you should develop as a leader in your business, and what you must do to foster an environment where rotten attitudes and selfishness are quickly quenched. Great leaders focus on their dreams and the teams required to make such goals become realities.…

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