Nothing works if you don't

A client handed me his sales training manuals this week and said, "Everything we believe and teach about selling is in there but our distributors just won't do it. They are comfortable. They've got their house, their car,  their retirement, their boat, their weekends and they sit back in conferences and dare us to thrill them – can you fix them?"

I said as usual, "The odd miracle I can pull off but resurrecting the dead is a bit beyond me. I'll have a go but my conclusion will probably be, it's time to serve breech notices and get some new hungry willing people who WILL do what you teach.

Shopping communities and bonding customers

If you're alert to who is in your shop or store or who calls you regularly it is totally acceptable and highly desirable to make favourites of them.

• Joe (Yusef) at the lunch bar knows my coffee order and gets it ready when he sees my car in the cr park.
• Darcy on the Chew and Spew van knows my coffee and sandwich order when I call into V.I.P. for our weekly meeting and has a few words about how I always pay in small change.
• All the crew at the Duthy Street Deli know my friends and I by name and have plenty to say about us and to us.

We don't live in the same street or suburb any more like we used to back in the day when cars were made of iron and only rich people had them. But these smart operators create mini communities with their up-front style.

A quick little brag if I may...

The cleverest retailer I know, Barry Bull sent me this nice commendation.

“Colin has been a mentor to me for years. His retailing training methods assisted me to win multi Westfield Retail Awards and his encouragement and example, enable me to join the ranks of elite business speakers. It's always a buzz when we share the stage together because we sing from the same songbook.” 

Barry Bull

May 26, 2010 Retailer/Author/Speaker , Little Bull Enterprises 

See? It's worth tapping into the resources at Balancing the Sale and Colin Pearce.com

People just don't know how to do their jobs.

In the last week I've had two people tell me, "People just don't know how to do their jobs."

One guy has been waiting 8 months for his builder to submit his house plans to the Council. They keep losing them and then trying to charge him for re-drawing them.

One guy put his watch in for repairs and the galloot on the counter 'returned' it to another customer who left his  $10 Bali watch in its place.

I booked a conference room in a hotel and even after telling the woman how I wanted the room set up, she decided she knew better because... what? She is 23 and has put the chairs out for the last two years the same way every week and no-one else has complained and what would I know about meetings because I've only been running them for 40 years and have tried every known room configuration known to man?

Incompetent, slap-dash, she'll be right attitudes abound. And even lazier goofy managers about because they keep the slop swirling.

"Show me a person skilled in their work. They shall serve before Kings. They will not serve obscure people." King Solomon.

Team Brock Harcourts comes to train

I had the pleasure of the company of 50+ professional looking Brock Harcourts real estate sales people on Wednesday hosted by Greg Moulton and Lorraine March, and sponsored by Ben Nelson, (S.O.S. – 'Son of Sandy' for old Sturt footy fans)
Two offices closed completely just to be there. Others came in from all over.
We drilled some of the serious points of Balancing The Sale's question techniques and as usual all confessed to being compulsive answerers. It's hard to teach old sailors new knots , but these people were keen and willing.
Loved the day.

Great Testimonial

Alex Hyslop, Practice Manager, Sure Optical, Lisarow NSW writes, "We conducted the “Balancing the Sale” training on Melbourne Cup day prior to lunch and watching the race. It was a fantastic day.
The program was excellent on so many levels. The principles you used were very suitable for the Optometric industry and we were able to adopt your sales techniques the next day.
Over summer, we have an “Add On” program to promote Sunglasses to every patient.
I was particularly frustrated that the under floor heating example was so effective. We renovated our bathroom last year and I thought that it may be a good idea. The salesman was so inept at explaining it to us that we decided not to do it. After watching it being presented effectively, we are both kicking our selves.
This is another great example of how you limit your customers purchase by not selling effectively.
I look forward to presenting the Telephone Sales program next."

Certificate III in Business (Sales) Accreditation

Completing the Balancing the Sale training program online through Archer College will now get you a Cert III which could lead to higher learning accreditation.

Not only is it good for a qualification but you actually learn to sell better.

So it's good for your career and your prospects!

Go look at the preview: http://www.balancingthesale.com