Franchise Sales Secrets Podcast
Jun 15, 2026 · 15 min · 10 segments
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…
The first one is what's called the contradiction.
And that means just what it says, that the franchise candidate's gonna con- contradict anything that you suggest or recommend.
And that might be from the candidate themselves, might be from a spouse, a business partner, a friend.
They may be trying to be helpful, but since the response impedes the natural flow of the sale, in other words, it stops it in its tracks 'cause it's kinda stalling what's gonna happen, and it discourages additional discussion, it can really shut down the sale.
So let me give you an example of this.
Let's say that we're talking about a franchise developer, and the franchise developer says to the candidate, "Now that we've found the right franchise, the right business for you, the next step is to schedule an interview and s- and then actually send out your franchise agreement." Now, the franchise candidate might say something like, "Well, it's premature to start that process.
I'm not going to be buying a franchise for at least another six months or a year," or whatever their timeline is for themselves.
Well, the business partner or the spouse kinda chimes in and says, "Yeah, it's early to start a franchise.
This is really the first concept we've looked at so far." So then the franchise developer kind of dejectedly says, "Oh, so I guess this sale's not gonna happen," kind of basically is what they're kinda thinking in their own mind.
So that's the kind of first one is the contradiction where they basically say, "I'm not ready to do this," or whatever you say, they disagree with that or they say something that contradicts that specific statement.
The first one is what's called the contradiction.
And that means just what it says, that the franchise candidate's gonna con- contradict anything that you suggest or recommend.
And that might be from the candidate themselves, might be from a spouse, a business partner, a friend.
They may be trying to be helpful, but since the response impedes the natural flow of the sale, in other words, it stops it in its tracks 'cause it's kinda stalling what's gonna happen, and it discourages additional discussion, it can really shut down the sale.
So let me give you an example of this.
Let's say that we're talking about a franchise developer, and the franchise developer says to the candidate, "Now that we've found the right franchise, the right business for you, the next step is to schedule an interview and s- and then actually send out your franchise agreement." Now, the franchise candidate might say something like, "Well, it's premature to start that process.
I'm not going to be buying a franchise for at least another six months or a year," or whatever their timeline is for themselves.
Well, the business partner or the spouse kinda chimes in and says, "Yeah, it's early to start a franchise.
This is really the first concept we've looked at so far." So then the franchise developer kind of dejectedly says, "Oh, so I guess this sale's not gonna happen," kind of basically is what they're kinda thinking in their own mind.
So that's the kind of first one is the contradiction where they basically say, "I'm not ready to do this," or whatever you say, they disagree with that or they say something that contradicts that specific statement.
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