Selling a franchise used to be all about sales reps telling the company story and controlling the narrative. But thanks to AI, prospective buyers now show up armed with data and analysis, and they don’t need franchise salespeople to explain what a business does.

The rise of the “naked” salesperson reflects a larger shift in how franchises are evaluated, according to Franchising.com . Information that once lived behind gated conversations is accessible with a few prompts into ChatGPT.

Franchise brands that are transparent, data-ready, and easy for AI to interpret will gain trust. Those that rely on polished presentations or guarded information will struggle to compete in a marketplace where prospects expect proof.

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