1851

It is amazing how easily a headline can create interest in what comes next. If you clicked on this column, and have made it to this word, you are in for the journey. All I had to do is hook you with a headline that was out there, yet, contained enough truth for you to continue on.

Let&rsquo;s begin the high.

Franchise sales is full of highs and lows. In many cases, the highs are accompanied by one-time commissions and the lows are full of panics for more leads.

At some point in the history of franchise sales, this category of selling was connected to selling a simple widget. Expectations were set to widgets, processes were set to widgets and former widget salespeople were recruited to sell franchises.

Some aspects of &ldquo;sales&rdquo; &ndash; or the practice of selling a widget &ndash; are important for franchise sales. The belief and positivity of the salesperson are contagious. A salesperson that is so excited about the brand and the possibilities will have a positive impact on the sales process.

In some circles, franchise sales was rewritten as franchise awarding (a process and sale much more in line with what development pros are actually doing &ndash; changing lives). But, for the most part, sales were treated like sales because that&rsquo;s what we call it.

But, on this high journey, we are not selling a widget &ndash; we are selling an extremely complicated life decision. Leaders of franchise brands should try to understand this concept and begin to understand that while the salesperson is the one who ultimately decides to smoke the franchise bong, they are not the one that grew, produced or sold the franchise-Jane. Those were other parts of the complicated franchise sales process that is easily forgotten.

A lead comes in. That lead responds to the initial call. That lead partakes in call one slide review. That lead submits an application. That lead validates. That lead researches. That lead attends discovery day. That lead decides to move forward. Franchise salesperson is given a bonus. CEO gives a high five. Franchise salesperson enjoys a toast. Franchise salesperson comes into work the next day. CEO asks about the next deal. Where is it and when is it coming in.

That&rsquo;s the low.

Drugs, you see, have a lot of similarities. One second you are the best and perceive an amazing feeling, and the next you are sad and want more.

For salespeople, it&rsquo;s certainly not about wanting more. They crave more. But far too often, all of the pressure of the process is placed on one single human versus a collective of everything. Those pressures create great lows because they feel beat down in a process where they can only control so much.

Sure, do they control the budget spend? Probably. But do they control the customer experience at the store level? The strength of operations in the delivery of experience? The validation? The unit-level-economics? The recruitment of the leadership?

No, they certainly do not.

But, they can control how they spend the $$$ to get the leads in. They can control (in most cases &ndash; unless the CEO is a control freak) the agencies/consultants they hire. They can work diligently to find the &ldquo;why you&rdquo; and &ldquo;why now&rdquo; within the framework of your brand. This, they can control. They can decide whether they franchise smoke or don&rsquo;t.

Hustle, hustle, hustle, win, happiness, pressure, depression, sadness.

Can we change this? Can we make it so the high continues all the time?

Surely, we can. We, as leaders, should be fighting for the constant high. The high that never goes away. The high that is full of happiness. The high of greatness and great culture. When that happens, the salesperson remains positive. A salesperson who is positive will have a much better chance of selling.

Next business idea: franchise rehab.

I was going to start it, but then I got high.

Franchise Sales and Recreational Drug Use Have a Lot in Common

1851 Franchise

Can we make it so the high continues all the time?

franchise-sales-and-recreational-drug-use-have-a-lot-in-common

SweatHouz

SweatHouz SWTHZ Franchise - Hunter and Mallory Mitchem - Franchisee Feature - 1851 Franchise

From Aerospace to Wellness: Hunter Mitchem’s Journey to a SweatHouz Empire

sweathouz-franchise-hunter-mitchem-6g

Onigilly Japanese Kitchen

Onigilly - Low Operating Costs Drive High Returns for Franchisees - 1851 Franchise

Maximize Your ROI: How Onigilly’s Low Operating Costs Drive High Returns for Franchisees

onigilly-franchise-fast-casual-franchise-opportunity

Layne's Chicken Fingers

What Is the Layne’s Franchise Disclosure Document, and What Will I Find in It?

laynes-franchise-disclosure-document

Athletech News: How SWTHZ Delivers on Wellness Demands of All Kinds

swthz-delivers-wellness-demands-contrast-therapy

TruBlue Home Service Ally

Why Protected Territories Matter and How the TruBlue Franchise Delivers

why-protected-territories-matter-and-how-the-trublue-franchise-delivers

Buying a Franchise Masterclass

 Franchise Opportunities

Get Support Buying a Franchise

How to Buy a Franchise White Paper

How to Buy a Franchise

How to Sell Franchises

How to Grow a Franchise

Find a Franchise Supplier

1851 Franchise Opportunities

Franchisor News

Franchisor Power Rankings

FranCamp Mastermind Summit

Franchise Development Website Builder

Franchise Resources

What ALEC-Laffer's Report Means for Franchising

Website Awards

Power Rankings

About 1851

Advertise on 1851

Contact 1851 Editorial

Terms of Use

1851 Login

GROWTH CLUB LOGIN

facebook

instagram

twitter

linkedin

youtube

Bed Bath & Beyond - Franchise Expansion - Retail Strategy - 1851 Franchise

Bed Bath & Beyond Launches Franchise Model as Part of Comeback Strategy

bed-bath-beyond-franchise-expansion-retail-strategy

Senior Entrepreneurship - Franchising - 1851 Franchise

Senior Entrepreneurship Is Rising — And Franchising Is a Key Outlet

senior-entrepreneurship-franchising-silver-startups

U.S. Government Shutdown - Impact on Franchises - 1851 Franchise

Government Shutdown Stalls SBA Loans: How the Shutdown Could Impact Franchises

government-shutdown-impacts-sba-loans-tourism-franchises

Subway Franchisees Resist Expensive Remodel Directives

subway-franchisees-resist-expensive-remodel-directives

The American Franchise Act: What It Means for Franchisors and Franchisees - 1851 Franchise

The American Franchise Act: What It Means for Franchisors and Franchisees

american-franchise-act-joint-employer-standard

Top Education Franchises To Consider for 2025 - 1851 Franchise

Top Education Franchises To Consider Investing In for 2025

top-education-franchises-investment-opportunities

Top Early Childhood Education and Child Care Franchises for 2025 - 1851 Franchise

Top Early Childhood Education and Child Care Franchises for 2025

early-childhood-education-child-care-franchises

Top Arts and Creative Learning Franchises for 2025 - 1851 Franchise

Top Arts and Creative Learning Franchises for 2025

top-arts-creative-learning-franchises

Top Enrichment and Supplemental Education Franchises for 2025

top-enrichment-supplemental-education-franchises

Power Eats: Smoothie King Rolls Out Food Nationwide To Fuel Franchise Growth

smoothie-king-food-menu-power-eats

1851 Franchisee Spotlight graphic with photo of Barb Volk and KidStrong logo

Why This Orangetheory Fitness Franchise Owner Is Developing KidStrong Franchises

kidstrong-franchise-owner-barb-volk-2025

Franchise Sales and Recreational Drug Use Have a Lot in Common

MORE STORIES LIKE THIS