It is no surprise that to many franchisors that selling franchises is hard work

But, they might surprised by David Brock's analysis of just what is wrong with their sales process.

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Kerry Miles says:

Blaming inadequate sales people for lack of sales is an easy one.

My questions are around ''what about the viability and strength of the franchise brand?''

My observation is that strong viable brands with profitable and satisfied franchisees have little trouble selling franchises.

It's floundering systems or brands in declining economic sectors that need aggressive sales techniques. If you want to know why read this.

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