Colin Pearce's Balancing the Sale Program

Nothing works if you don't

2010-07-23T17:30:00.000+09:30

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

2010-06-10T14:25:00.001+09:30

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...

2010-05-27T15:03:00.000+09:30

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.

2010-05-20T17:51:00.000+09:30

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

2010-05-14T17:31:00.001+09:30

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

2009-01-04T21:26:00.003+10:30

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

2008-10-29T00:10:00.003+10:30

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

More than Balancing the Sale

2008-07-04T19:27:00.007+09:30

Balancing the Sale is the flagship sales training product featured at World Sales Center but there are many more resources to keep salespeople on their toes.

Balancing the Sale is a corporate or group training program but salespeople can master sales personally from CD programs like

"Get to No1 in Sales and Stay There",

and "Make More money from Every Sale" (also on DVD).

Sales Managers use these resources to revitalise their sales teams by having them listen to CDs in their cars on sales routes and on long trips between calls.

Archer's all ready to go with Balancing the Sale

2007-11-07T22:34:00.000+10:30

Follow this link at the bottom of the Archer College website and read all about how you can go through the certificate earning program Balancing the Sale and really get a thorough and stunning education in sales.

Already in just days of it being released one of the leading Holden dealerships in Australia and one of the top Mitsubishi dealerships has taken on this program to bring all their salespeople into the sales style of the 21st century.

Sales training online.

2007-04-16T21:19:00.000+09:30

Very soon Balancing the Sale will also be a Certificate III level Course offered through Archer College a world leader in Learning Relationship Management™.

We've spent the last two months shooting 7 new movies to make it totally compliant and if I may say so, it is first rate stuff. It will be perfect for inducting new employees and refreshing oldies but you will be able to send them off to do their own homework without having to call a class meeting.

You can see more about the Balancing the Sale program here:

Read Colin's Make More Money From Every Sale Class blog for more sales tips

134,000,000 references to Selling Online

2007-03-08T23:13:00.000+10:30

Astounding but true, there are 134,000,000 references on Google's Search Engine to the terms Selling Online.

A lot of people want to make it big on the Internet. A lot of people claim to have done it already.

Regardless of the theatre of sales you still need to know the basics of good commercial sense.

You have to demonstrate the features of your product in very clear and understandable terms with no codswallop.

Although online shoppers are motivated buyers and in that sense they are pre-qualified, your copy should explain the benefits of doing business with you and the benefits of the thing you are offering. There is no need to pretend you are Clemenger BBDO. Just say it in plain English but make sure you talk about the buyer - not you.

178,000,000 references to Sales Training

2007-02-06T22:43:00.000+10:30

You could go mad trying to find the right sales trainer.

Google lists 178 million sites that address sales training.

A lot of them must be good. A lot of them are pretty bad.

I know a lot of sales trainers who trot out the same old stuff that's been around for 100 years because there's not much new to say.

For that plain and logical reason Balancing the Sale doesn't brag about saying much new either. It teaches sales in plain do-able English that anyone can get hold of quickly. So give us a call or click here to go straight to the info pages with an order form.

Talk about me!

2007-01-27T20:49:00.000+10:30

If you're selling anything online you still have to obey the rules of face to face selling outlined in program four of Balancing the Sale:

Your website copy needs to be about me, the nicest person in the world, the centre of the universe, the only person I think about from dawn to dusk - me - yes - your prospective buyer - the person who is going to make it worthwhile your having put the product up on the web in the first place.

Don't rave on too much about your product or yourself - unless you are the actual product.

On my website colinpearce.com I introdcue myself (because I am the product) and then I go on and talk about YOU and add a testimonial straight away.

Check it out and compare the idea with your own copy.

But Mr Shop Owner, Christmas won't last!

2006-12-26T20:52:00.000+10:30

Balancing the Sale is the fail safe way to make sure anyone can sell more, sell faster and more often.

Christmas sales are a boom time for business but when the shoppers stop volunteering to buy, your salespeople will need real sales skills.

The Australian 26th December 2006 reports, 'Australians are expected to spend $33 billion on a record festive season splurge this year, with Boxing Day accounting for a significant slice of that figure.

Chief Executive of the Australian National Retailers Association, which represents all the major department stores, Margy Osmond, said sales had been strong around the country throughout the festive season.

"Boxing Day is the biggest day of the year for retailers," she said. "They expect to see hundreds of thousands through their doors and a huge amount of retail going home. Traditionally Boxing Day is about apparel, luxury items, shoes, clothes, cosmetics."'

It's fine today but in the middle of the year though it will be a different story. Salespeople will need to know how to sell, not just take orders - and sadly most salespeople haven't got a clue how to be anything but order takers.

Quotes from Balancing the Sale

2006-10-06T11:15:00.000+09:30

-> Selling is a balance of Asking and Telling.
-> Don’t sell what it is. Sell what it does for the customer.
-> If you don’t look after your customer, someone else will.
-> Ask another question.
-> In the choice between explaining the features or talking about the benefits, choose the benefits.
-> Close early and often.
-> Don’t talk so much.
-> Remember these two words: Shut and Up.
-> Listen!

What customers say about Balancing the Sale

2006-09-27T12:33:00.000+09:30

"I looked everywhere in the world to find a better program than Balancing the Sale. I have looked at them all and nothing comes close for down-to-earth no nonsense sales skills. I have trained 100s of people with this program and believe me when I say, 'Stop looking. There is nothing better anywhere.' It's so good I got Colin to make us a special customised version." ( Sue Beaumont, Training Director, Beaumont Tiles and Bathroom Ware - 75 Stores)

“Until I was trained in Balancing the Sale I didn’t know there was a system I could follow. I thought it was OK to make it up as I went along.”
Elsa, Business Dvelopment Manager, Centro Property Group (Shopping Centre Investment Accounts)

“When PakPoy and Kneebone were at their heights in 1990 (Adelaide Casino and Grand Prix Design Projects) we used the old (unimproved) edition of Balancing the Sale (on VHS tapes) with our consulting engineers and architects and sales went off the chart for the next 6 months.” (Wal Beattie, formerly HR Director PakPoy and Kneebone now CEO, Ask HR)

ARE YOU GETTING ALL THE SALES YOU WANT?
Write to "editor at colinpearce.com" (this is my SPAM-Spider-proofed way to type it but you'd use the normal protocol) and tell us how many sales people you have and we'll get back to you and suggest what to do next.

About Balancing the Sale

2006-09-27T12:32:00.000+09:30

WHAT YOU GET FROM BALANCING THE SALE

You revisit old stuff that the ‘old hands’ tell you they know already – but this time they’ll really get it and actually start doing it.

You learn new stuff galore so that everyone is refreshed and motivated to go out and hunt down the money.

In the 6 programs you learn:
> 3 of the most common sales styles and a 4th one that actually works.
> 5 reasons why salespeople need to ask questions and what questions to ask.
> Why most salespeople just talk gibberish
> How to listen and hear what customers really want
> How to stop wasting time with people who will never buy
> How to cut time spent in sales presentations and chop sales calls in half
> 8 questions you must ask to get all the information you need and to find the prospect’s hot spots
> 7 ways to speak about the benefits of your products or service in plain English
> How to understand the nature of objections
> The magic formula for handling objections without tricking the customer
> How to get the order so you can pocket more money.

Balancing the Sale (2006 Edition) is out!

2006-09-27T12:23:00.000+09:30

Balancing the Sale (2006 Edition) is out! It's fresh! It's ALL NEW! It's on DVD.

I made the first version in 1989. Sue Beaumont of Beaumont Tiles’ 75 stores has been ‘at’ me for about 7 years to ‘fix it up’ as it needed to reflect some of the technologies of the 21st Century. She says, ‘As my poor Balancing The Sale VHS tapes got older and a bit out of date I searched high and low for something to replace it. I looked at videos and packages from everywhere and found nothing on the market that came close for its down-to-earth real every-day style. Our new people, young and old, old hands and fresh out of school could all relate to it. I am so glad Colin has reshot it. It’s a dream’.

Sue’s business is living proof that the ideas and techniques in Balancing the Sale actually bear fruit. Your people can be expert salespeople too with:
> closing skills that don't put people off
> qualifying techniques that break down the barriers
> objection handling that won’t start fights
> putting benefits in plain talk that anyone can say
> sentences that sell and engage your customers
> questions that get the answers you need without prying or intimidating