Franchise Sales Secrets Podcast
Jun 1, 2026 · 12 min · 11 segments
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…
So the first one I want to talk about today is going through the motions without exhibiting passion and energy.
Now, this might seem like pretty obvious to do that, but when you get into franchise sales, you're doing the same presentation a lot of times over and over again.
And it can get easy to get into the emotions without exhibiting passion and energy just because you're tired.
And I want to talk about that briefly here.
So if you're tired or distracted by something else, maybe something that's going on in your personal life or something in your mind that you're distracted by, that can have a big impact on what's actually happening when you're driving with a candidate.
The important thing to remember here is that for a franchise candidate who's investigating your franchise brand, for them, it's a magical time.
when he or she is excited about the opportunity to start their own business.
But they're also filled with a lot of fears, as we've discussed before.
They need your passion and excitement because those are the basis of great rapport and the foundation of empathy.
If a franchise candidate senses that you really don't care about his or her fears, worries, or their concerns that they've been talking to you about, about starting their own business, they're not going to be excited about going ahead and finding a business and buying from you.
So your job is to focus on the last franchise candidate you've talked with in the day with the same energy and enthusiasm you did when you had the first franchise candidate you met with.
And that might have been over an eight or nine hour period where you're doing multiple presentations in a day.
Remember, everyone gets tired, but you must put off these feelings when you're working with a franchise candidate.
Franchise candidates can perceive when you are excited and passionate about what it is you're doing, and that must shine through as you find out what he or she is looking for and present franchise concepts that matter to him or her to discover the perfect business.
So you have to explain why yours makes the most sense, and that's not going to happen if you're not passionate and enthusiastic about it.
So the first one I want to talk about today is going through the motions without exhibiting passion and energy.
Now, this might seem like pretty obvious to do that, but when you get into franchise sales, you're doing the same presentation a lot of times over and over again.
And it can get easy to get into the emotions without exhibiting passion and energy just because you're tired.
And I want to talk about that briefly here.
So if you're tired or distracted by something else, maybe something that's going on in your personal life or something in your mind that you're distracted by, that can have a big impact on what's actually happening when you're driving with a candidate.
The important thing to remember here is that for a franchise candidate who's investigating your franchise brand, for them, it's a magical time.
when he or she is excited about the opportunity to start their own business.
But they're also filled with a lot of fears, as we've discussed before.
They need your passion and excitement because those are the basis of great rapport and the foundation of empathy.
If a franchise candidate senses that you really don't care about his or her fears, worries, or their concerns that they've been talking to you about, about starting their own business, they're not going to be excited about going ahead and finding a business and buying from you.
So your job is to focus on the last franchise candidate you've talked with in the day with the same energy and enthusiasm you did when you had the first franchise candidate you met with.
And that might have been over an eight or nine hour period where you're doing multiple presentations in a day.
Remember, everyone gets tired, but you must put off these feelings when you're working with a franchise candidate.
Franchise candidates can perceive when you are excited and passionate about what it is you're doing, and that must shine through as you find out what he or she is looking for and present franchise concepts that matter to him or her to discover the perfect business.
So you have to explain why yours makes the most sense, and that's not going to happen if you're not passionate and enthusiastic about it.
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