Be So Good

So what is Thought leadership' anyway? Lisa O'Neill explains. You might be a thought leader and not know it. In Episode 30, the last in this series, Lisa O'Neill opens the book on thought leadership as perceived through the Thought Leaders Business School, of which she is CEO. How would you ever know you are a thought leader? The tests. 1. Do you have a book in you? i.e. one about your particular expertise. 2. The best test is to ask whether your thoughts – your approach - comes from your own distinctive perspective. It won't be as an expert in Meyers Briggs assessments, Dale Carnegie Institute teaching, D.I.S.C. or any other field where the IP is prescribed by someone else. That would make you a thought follower. 3. Your field of expertise doesn't have to be unique though. There is nothing new under the Sun as the old sage wrote. There is room for many more thought leaders in your field. It's a big world. 4. Your expertise has to be in a field where people normally buy access. Money is proof that you;'re really good—you shift the energy of the people in a room—a measure of your releveance. The opportunities Thought leaders operate (according to Lisa) across six separate modes: Speaking Training Authoring Coaching Facilitating and Mentoring You'd need to be strong and capable in most of them, yet might elect not to practise in one mode very much. The process You need to capture your expertise. Examine it and see where it fits with right brain, left brain, in which context it features; stretch it out, make it amazing. Put that amazing content into say 6 sessions and offer to share it with a paying audience whether private or public. Write it up – in a blog, a white paper, a LinkedIn article, a newsletter, even a book. This leads to your credibility. Be patient. Masterpieces take time. You won't get on stage in the Melbourne Convention Centre next month. You won't get to mentor the CEO of BHP next week. You won't be invited to train IT specialists this year. You won't get to coach your nation's Olympic team by putting up a web site saying you can. You have to earn the right. Lisa is easy to reach at www.lisaoneill.co.nz

Use this solid GOLD marketing strategy Nina Christian founded her business Braveda in the late nineties. In the Australian Marketing Excellence Awards Braveda was awarded Marketing agency of the Year. Nina notices in her business engagements that loads of people know how to start a business but never come to grips with a strategy to market it – especially in a way that feels authentic. They tell her they are stuck with too many marketing ideas blocking their minds—media advertising, blogs, podcasts, email campaigns, articles, LinkedIn posting, Facebook posting, live video, pages, web sites—which one to tackle first or most or if at all. In this episode Nina simplifies things a lot. Rather than leaving us to throw spaghetti at the wall and hope some sticks, she outlines the filters we need to apply to everything we 'put out there'. She says we should ask, will my proposed approach; Build awareness of my brand, my product/service and offer, Establish my authority to deserve a significant place in the field, Enhance my Affinity/Approach-ability factor? In Nina's marketing workshop called, How to create content that connects and converts she teaches; 1. Content must have emotional connection 2. 70% of people will do business with someone based on their thought leadership. 50% of people will pay a premium to do business with a thought leader 3. Consistency is significant. You need to build a rhythm both in timing and message. So social posts about Vaccination, the US President, local politics, the price of cabbage are all entertaning but they don't reinforce your brand. Discipline yourself to stick to the rhythm. 4. Create and use your systems for efficiency to stop yourself jumping at every new whim, fan-dangle and shiny object.

Colin Pearce speaks with Jim Cathcart about: Nature, nurture, velocity, intelligence Jim Cathcart, National Speakers Association Hall of Fame inductee, Sales and Marketing Hall of Fame inductee, has authored an impressive 20 books, the most popular of which is The Acorn Principle. In this podcast, Jim shares the highlights of his approach to the development of human personality, temperament and intelligence. He explores the interaction between 'the nature vs. nurture discussion' in reference to who we are according to our DNA and who we become. The acorn principle says that an acorn will always produce an acorn tree, never a spruce or an elm. That's our nature. How that oak is nurtured will have the major impact on who a person ends up being. This is why it is important to know our nature first. Part of knowing our nature is to understand our unique intelligence. And yes there are multiple intelligences; a musical verbal mathematical, spatial, interpersonal etc… However undergirding our intelligence is what Jim calls our personal velocity – the natural part of energy and drive. He gives a quick illustration of this by comparing the velocity of former US President Donald J Trump and current US president Joe Biden. Even a casual observer can see there's a difference in velocities. One is neither better nor worse than the other. It's an example of the different velocities between a bear and an eagle. Jim discusses values and says there are seven that are common to us all; however his top three values might be the same as your bottom three values. He says when we understand that, we will be a long way towards understanding and resolving conflict in families friendships, teams and workplaces. Jim reminisces about some of his earlier personality type nicknames and they are worth hitting. He mentions Joe Bag'o'oughnuts, Buzz Constantly, Bill BottomLine and Tom Triplicate. Although Jim doesn't use these characters in his current speeches and studies they were very formative in his earlier work. If you're interested in pursuing more in any of Jim's topics you can refer to some of the books that have formed his thinking over the last 15 years Howard Gardner, ‘Frames of Mind' – about multiple intelligences. (https://www.howardgardner.com/books0 Robert Sternberg (www.robertjsternberg.com) Carl Jung (see multiple www.Amazon.com references) William Marsden (https://discinsights.com/william-marston) Thomas Armstrong, Seven types of smart (see multiple www.Amazon.com references)

Kirryn Zerna's V.I.P. principle for getting known Kirryn Zerna was the guest in BE SO GOOD PODCAST: Episode 23 in which she outlined the principles she used herself when starting out as an 'unknown' wanting to become a 'known'. These are the principles she teaches now that she has become a 'known'. In this follow-up interview I ask her to explain what she calls the V.I.P. principle. These are simple ideas – packaged in her own distinctive style – made to be memorable themselves. You will hear her lay out the three ideas: V – Value: This is about the value of you, your offer, your brand. I – Identity: How well you align with what you intend in your value offer. P – Purpose. What your life aims and goals are. She gives examples and discusses a number of case studies to give anyone, whether at work or in the private life, enough stimulus to 'get known'.

Steve Simpson tells Colin all about UGRs (Unwritten Ground Rules) Two unarguable postulates stand out about today's corporate life: 1. Large numbers of people are not happy in the work place, and yet the vast majority don't want it to be that way. 2. Everyone wants to be part of a positive, dynamic, and productive culture. Many forces conspire against that being realised. Guest Steve Simpson says the one we can all fix is UGRs (Unwritten Ground Rules). They would be the unspoken beliefs, hoodoos, hang-ups, values, convictions, and traditions hidden in everyone's minds. And don't you think they stand out in family life too? There are just some things you don't say to your in-laws, your (now-all-wise, all-knowing, all cynical) adult children, their souses and their children in turn. Steve says it is possible to understand and eradicate your unhelpful UGRs and draw enormous benefit from the helpful and constructive UGRs. There's at least a five step process. First, and here's no surprise, lay out a picture of your ideal corporate culture, something entirely aspirational, that will make you happy, will make your workplace attractive to potential employees and will appeal to your customers/constituents. Steve emphasizes that it's not about painting values and mission statements and goals on your walls. Second step is to fish out the UGRs that don't match the aspirational picture. He says you do this by asking people to complete of his ten or so 'lean-in' sentences. These include; • Around here when you need help ... • Around here people are treated ... • Around here when people have a new idea ... The third step is to let the leadership see and cogitate on the ramifications of what see and let them compare the study with what they really want the organisation to be. Fourth, Steve recommends the employees go through the same process of analysis and comparison. And finally get commitments from all parties about the behaviours which will lead to the aspirational picture. These will be the enhancement of the helpful and the elimination of the not-helpful. Steve concludes with a success story from his experience with K-Mart's CEO, Guy Russo

Live Large. Sell Big with Lisa O'Neill Only occasionally do you get to have an ‘exchange of energy' with someone like Lisa O'Neill It's an experience you won't forget easily. Why? She's a ball of fun, she's on the go and she thinks being with people is a chance at a wonderful exchange of energy – provided you're not boring. She says she can spot a boring person easily: no energy. Always on the look out for people who exemplify the ideas; you are ten times better than you think and be so good they can't ignore you, I asked Lisa to share some energy with you. Basics Above all, we are always selling ourselves The first person we have to sell to is ourselves. If you wouldn't buy your product from you, why would anyone else? Every interaction is an exchange of energy Selling is so straightforward according to Lisa ‘Selling is giving people the opportunity to buy you'. And so the basic belief behind all selling is your confidence in yourself: who you are, what you know and what value you bring to others. A walk through Lisa's guideleines > Understand the buyer's world You can't exp[ect people to buyyou or your product when you barge in with the ‘magic genie' approach. > Prepare. Lisa's buyers are astounded about how much she knows about them before she meets them. > Mind your boundaries. You are a supplier, not a participant, not an invader. > Get out and about. Emailing and texts are not tools for first contacts or offers. You have to see the people. Lisa is known to set up appointments back to back four days on end. > Be clean. Make your sales presentations crisp without hooks and traps. In such an exchange of energy there is no room for tricks or gimmicks. > Always invite the person to buy in the cleanest and most genuine way you know. How to find Lisa Lisa is easy to track down. Find her at www.lisaoneill.co.nz She offers energy-packed courses, books and conference presentations.

Greg Nathan talks to Colin Pearce about strong relationships. 'It's all about the relationships.' So says guest Greg Nathan in Episode 24 of the BE SO GOOD PODCAST. Greg's is a house-hold name among franchisees and in any discussion of franchise relationships. He is the founder and director of Franchise Relations Institute. There's hardly a franchise owner who has not been enthralled by Greg's model of a franchisee's life and their relationship with the franchisor. He explains his graph in terms anyoine can understand and even suggests that his modelling applies to families; marriages, teenagers and even every-day boss & employee arrangements. WATCH You tube https://buff.ly/2KBhe8b A quick summary: Glee: It starts with joy and enthusiasm Fee: Suddenly the reality of paying regular fees pops up. Me: The franchisees wonder what they're getting for the money Free: They start to think they could do business opt their own. See: Then they see that there are more benefits than they've been seeing We: Finally the two live happily ever after ( but only when the relationship has been nurtured. But he deepens the conversation with a discussion about how franchisors (the people who own the brand and parent company) have to lead with integrity.

Kirryn Zerna: talks to colin Pearce about being a stand-out. WATCH: To see the interview on YouTube, click here Stand out. Be seen. Get noticed. Yeah, yeah, yeah. You know—everyone knows—it's hard to stand out in the current business climate. We are faced with almost crushing forces which appear to be conspiring against us. It feels personal. To remind you, we are facing; an over-crowded market place, antagonistic local competition, greedy national competitors, gigantic corporations, Internet sales, television and radio advertising, social media advertising, customers too afraid to spend, new kids on the block every five minutes. As if you didn't know, hey? I feel for you. I'd like to give you the clickable secret to standing out in your market by tomorrow. But there isn't one. Masterpieces take time. This is advice from someone who WASN'T a stand-out but who became one Kirryn Zerna used to look out of her employer's window on the fifteenth floor and watch jets taking off, dreaming one day to be on one, sharing hope and skills with other people. She had to develop a plan because she had no platform. Today she speaks on stage, conducts workshops and consults to the C-Suites of major corporations. It didn't happen overnight Kirryn had no business equity; no profile, no following, no credibility outside her own work place. So she set about standing out. Rome wasn't built in a day, but every day for year upon year, upon year, someone stacked one brick on top of another. In this Episode Colin asks Kirryn to spell it all out; the questions, the strategies, the plan—to become known.

Jim Cathcart shares with Colin Pearce how hearing a voice on the radio in another room changed his life. You've probably met someone who is meandering through life, half baked, cold fish and going no-where. You shake your head when you see it and if they are close to you, you wish they'd get a good old wake-up to who they could be. If only someone would impress on them that they are ten times better than they think. If only someone would motivate them to be so good they'd get noticed. Well that's the story of the guest on this episode of the BE SO GOOD PODCAST. His life changed when he heard words spoken on a radio in another room where he worked. You never know what is going to click someone's light on and you can only hope and pray it comes the nick of time, like it did for our guest. I invited Jim Cathcart to tell his story. I've known Jim and his wife Paula for over 30 years. We've eaten out together here in the Adelaide Hills at the german township of Hahndorf and in beautiful La Jolla California where they lived until recently when they moved to Austin Texas. Jim was a college drop out, a heavy smoker and overweight in a dead -end job. He's going to tell us what woke him up. Today Jim's the author of 20 books, including the international bestseller: The Acorn Principle. His Tedx talk has attracted 2.5 million views – putting it in the top 1% of all time. He was inducted into the Professional Speakers Hall of Fame and has delivered over 3,100 professional speeches all over his native US as well as Australia and a plethora of other countries. In 2019 he gave dozens of presentations in China. So now he speaks online and serves on the boards of multiple companies - also online. He has a full life as a Rock & Roll guitarist/singer performing in night clubs and at conventions; he rides his big fat motorcycle, he's a pistol shooter and he hikes.

Make more money from every sale: Episode 021 is the recording of a stage presentation based on the book of the same name I sold Westfield Shopping Centres the branding rights to my book; Make more money from every sale. To demonstrate the principles in the book, I made more money from that sale by selling them a 4-book series called, The Retail Success Series. Westfield gave a copy to every retail tenant across their empire - some 10,000 copies each Christmas. I was invited to make presentations based on the title People who put these ideas into practice have had extraordinary results. • One baker added $100,000 to his annual turnover. 
 • Tyre retailers who had never sold wheels in their lives were selling 96 and 112 a month. 
 • A café chain added 12% to the annual profit by getting onto this. 
 • A manchester retail chain sold out of the nominated ‘add-on' product in two days.
 • Interflora stores sold out of chocolates in the first morning after this session.
 • In the Philippines, the Chow King commissary ran out of ice cream because the store owners went berserk on offering two scoops instead of the customary one.
 The book explains; • Why you SHOULD Make more money from every sale
 • Why you DON'T Make more money from every sale
 • How you CAN Make more money from every sale
 Formerly sold as hard copy, it has been converted into e-book format with all 80 illustrations and chapter lessons. Get Make more money from every sale here: This podcast explains; • When to make the add-on sale.
 • How to make the add-on sale.
 • Techniques to enhance the add-on sale opportunity.
 There are also enough ideas for you to put ‘add-on selling' into any business – online or in B2B.

The recording is quite funny I am told. The store owners in this workshop had a great time and so did I. But after the session they had an even better time. The next day the phone calls came in thick and fast. 'I sold all my chocolates this morning - a week's quota in 3 hours.' 'Never seen so many cards go over the counter.' 'I rarely see people ask for wrapping and ribbons, let alone baskets, but today I sold out of baskets.' And all they did was ask an add-on sales question, which was not your typical, '... that be all' kind of empty headedness. This idea is expanded in the final module of the Sell more, easier, faster course in the Colin Pearce Academy and as I say in the presentation it is fully explained in the whole book, Make more money from every sale which you can purchase in my online shop.

Selling: Bob Beaumont tells Colin his beliefs and practices about retail and commercial sales In Episodes 002 Bob Beaumont told us how he built his career from storeman in his father's tile shop of 6 employees to Chairman and CEO of Beaumont Tiles, an empire of some 120 stores and 800 or more people.

 In Episode 008 he outlined how he sets his own and the firm's goals annually and once, when no-one but Bob believed it possible, he set a breath-taking goal of $100,000,000 turn over – and achieved it. Bob's home truths about selling In this episode No 020, Bob reveals the best home truths about selling which he's built into the Beaumont Tiles empire. 

With about 120 stores all over the place you'd be forgiven for thinking Beaumont Tiles is all about retail sales to home builders (B2C).

But Beaumont Tiles has a massive side of their business selling to builders, designers, architects and developers (B2B). That requires a different set of sales skills altogether. Bob's principles for B2C sales Bob confesses he doesn't believe in selling! That's a weird claim for the master of a commercial conglomerate but he explains that he's against the common view of slick manipulation. His overall theme is ‘We don't sell tiles.' It's similar to what Michael Harrison shared in Episode 018. 

Building on that idea, Bob has three favourite guide-lines. ‘Considered' retail sales (tiles, cars, furnishings, electrical, entertainment) require us to build micro-friendships. He explains what they are.

 To be successful at retail sales you need to be able to work with the infamous ‘brick walls' and understand why they exist.

 Bob's most intriguing sales techinique is the use of the word ‘yet'. It's the one I stole from him and teach to everyone I can. It is an absolute gem.
 Here's Bob's ‘edge' in commercial or B2B selling In commercial selling you have to become expert in prospecting, approaching, proposing, meeting skills, listening skills and delivery. For the purpose of this article we'll say most commercial enterprises know this and many have it down pat. 

 Bob and his commercial relationship team have mastered one more thing that most corporations don't do. Citing ‘Fierce Conversations' by Susan Scott as his inspiration Bob says the secret of retaining customers for life is to have frank dialogue—in an annual assessment. 

 The team managers set up meetings with clients and present a report outlining what Beaumonts did right and what they did wrong and how they are going to fix the issues. 

They follow through with what the client did right and what the client did wrong adding recommendations to improve the way things are done.

 Then he says you do wonderful things by way of service.

S.A.SH.M.A.C. - How to be the master of sales objections and the interruptions When you study this topic in detail in the Sell more, easier, faster course at www.ColinPearceAcademy.com you will see where this presentation fits in your understanding of good sales conversation skills. Right now you can get access for FREE for 30 days. Hit the enrol button and use the coupon code 30daytrial Professional salespeople who are experienced don't put themselves in situations where they need to argue and convince and haggle with prospects. When you listen to this message you will understand how those people have become so good at the craft of selling. And you will see it is not hard to fall in line with the same concept. We looked at this in BE SO GOOD PODCAST Episode 005. S.A.Sh.M.A.C. is an acronym I made up years ago to remind me to keep my sales presentations shorter. Im those days I could turn a ten minute presentation into an hour and ten easily. How? For one thing, I knew a lot about the product or service and loved to share my enthusiasm. (To be quite transparent about it, I love to share my enthusiasm about anything.) I also thought that my job was to persuade someone to buy and the only way to do that was to tell them lots of stuff, with enthusiasm, gusto, chutzpah and entertainment. S.A.Sh.M.A.C. stands for … Smile Agree (i.e. be agreeable) Show More Advantages Close again You will always need it It's very useful. Anyone who's been in sales for more than three minutes knows that two things are 100% predictable. 1. You will get questions 2. You will probably get reasons why the ‘buyer' won't buy. (AKA ‘objections') And the problem with that? • When you get questions, you feel obliged to answer, and usually at length. • When you get ‘objections' you feel obliged to prove you are right, the customer is wrong; and again, usually at length. So your presentation goes forever. Stepping stones You must come to grips with questions and objections. That's what the picture is about. They are stepping stones on the way to the ‘bank'. When you get one you should take a breath and hold back. While you're doing that, SMILE kindly, not sardonically, not sneering, just patiently. Make the next thing you say sound agreeable. I've heard people say that. That's a common question. A lot of people wonder about that. That's a pretty logical question. I'm glad you asked. Now don't answer the question or make an argumentative point. If you do, you'll be there all day and will just invite more unhelpful interruptions. You can't help a drowning person if you surrender your leadership. You will help the buyer best by being the one in cotrol of question time. So say; Funny. I was just coming to that. If I don't answer that in the next 2 minutes, tell me. I'll answer that with a story. When my last buyer asked that I showed them this … Or Use one of the questions form Episode 005, ‘Selling isn't telling' such as; Shall I give you the full laboratory case study or just skim the surface? etc … There's a graph When you study Module 5 in the Sell more, easier, faster program at Colin Pearce Academy you will see the graph which helps this all to make sense. And click here to access your FREE 30 day trial. Click enrol and enter the coupon code: 30daytrial

Question your way to sales success with Michael Harrison In episode 006, Michael Harrison told his extraordinary story of sales success, rising from women's shoe salesman to owning Australia's first private bank. In this Episode 018 he reveals the hallmark of his selling style: his passion for asking questions. You will notice similarities between Michael's style and Bob Beaumont's in Episode 20. Michael shows how asking enough questions of the right prospects places them in no other position than to let you help them buy. But first he says you need to ask yourself 8 questions and answer them thoroughly. Without this knowledge your sales career will go nowhere. Early in his insurance sales career he developed a mnemonic to remind him to gather information from prospects and build a trustworthy relationship with them leading to sales and repeat business. He also shares this with Colin in a brief case study. This kind of questioning links perfectly with the Sell more, easier, faster course in the Colin Pearce Academy Follow the link to see this an other courses designed to bring you success in sales, leadership and business.

Colin Pearce presents: 'G.I.DEON: The successes of a reluctant entrepreneur' I've given this presentation to countless audiences at business conferences, youth camps, teacher conventions, retail convention dinners, family church services, both in Australia and the USA. It is an adaptable story, always delivered in – I confess – my wacky narrative style – ridiculous in parts – generally inspiring faith and the enthusiastic pursuit of purpose in the hearers. On this occasion, I'm speaking to one of my largest audiences; 7,500 members of the IDA group members at the Rod Laver Arena in Melbourne. You can tell they loved it. You should too. I was having a great time. You see, the presentation captures the fundamentals of human endeavour where people are involved. Many of us suffer from imposter syndrome. The man in this story did. He had no idea people would follow him at the start. Then he experienced sudden growth. Then he lost 90% of his audience/followers. He, like many people (maybe you as well as me) often expect large numbers and a big following to bring us through to fame riches and glory. We hear of people with 1,000 Facebook followers of 10,000 or 100,000 and think we will never come to anything unless we push hard for that kind of number ourselves. The story illustrates that working with a select audience – a contained following – using a clear strategy, will give us a very satisfactory result. Sure, you can cite Alexander the Great, Artaxerxes, Augustus Caesar, Christopher Columbus, Walter Raleigh, Henry Ford, the Rockerfellers, Bill Gates, Steve Jobs and other mass leaders and marketers who had (or have) millions of followers and customers. They are there in your history books. I know. But consider this: there have been 108 billion of us since the year dot and only a few hundred have reached that mega status. A few hundred - maybe a few thousand. About a poofteenth of a percent. You might be the next one, but the facts and the mathematics show us that the other 107,999,998,021 of us, are, and will only be legends in our own life-times at best and we need to work out how to get to that status at least. So listen to hear how Divine help, a bit of faith, a small crew and a simple plan worked out for a run-of-the-mill farm boy – and will probably satisfy your expectation for life too.

Roger Crawford's story proves you can be so good you get noticed Challenges are inevitable. Defeat is optional. If you entered a tennis match against Roger Crawford, chances are very high that you would lose. > He was undefeated in High School. > He won a tennis scholarship to a University in California and won more matches than he lost. > He became ranked as a professional in California and then USA. > He beat John McEnroe. > He is still sponsored by Wilson who took him on just out of college. > He's 60 now. You'd still lose. So what? It reads a bit like your normal ‘above average' personal success story, you think? How can I break it to you gently? Roger had to demonstrate how good he could be to get noticed. Roger has one leg. ONE! He has THREE toes on the other foot. He has ONE finger on one hand. He has ONE finger and ONE thumb on the other. If you'd seen him as a child you might have joined with many others—family, school fellows, teen companions—in assuming that this boy would always be behind the pack. But you'd have been as wrong as all the bullies, teasers, doubters, scoffers and cynics. Roger is living testimony to the truth of the maxim, you CAN be so good they can't ignore you. Having Roger as my friend has had a lasting impact on me. This is an interview that will have a lasting impact on you. I recommend you play it to your family and to your work colleagues. Listen for the principles he shares on stage and these days online. You'll hear him explain: The truth is not hard to remember > Success is a product of your mind set > Whatever we believe is possible becomes our ceiling > Our biggest handicap is not expecting enough. > Normal is ahead of us, not behind us > Wherever there is challenge there is always possibility

Colin Pearce presents 'You are your A.S.S.E.T.S.' A wealthy sage once quipped, ‘Money isn't everything! There's; shares real estate gold bonds' But then he might have said more correctly; There's YOU. In BE SO GOOD PODCAST Episode #14 you will hear me telling an audience that their most reliable asset in good times or bad is their one and only self! You will hear me say no matter what happens you will always have your APPEARANCE, your SMILE, you way of SOUNDING HAPPY TO HELP, your ENTHUSIASM, your ability to say THANK YOU, and

How to become positive about stress and make it less of a mess with Graham Agnew Graham Agnew is a professional communicator and a proven leadership expert, as well as an outstanding leader himself. He has been a leading pastor in the large Churches of Christ for 40 years at Brooklyn Park and Marion in South Australia and on the North Shore in Sydney. He has co-chaired leadership study tours to the US for 20 years for up-and-coming young pastoral graduates. He is invited regularly to coach and guide congregations across all denominations when they need an outside consultant. Outside of the church Graham has been a professional speaker at business conferences and has served as a hand-picked lecturer for the Dale Carnegie Institute for 25 years, teaching business people the skills of leadership, speaking and self management. In this interview he and Colin Pearce talk about the prevalence of stress and its many forms. Graham presents two groups of questions you can use to ease stress and manage your life better.

Learn a foreign sales language: Benefenglish This episode is a companion to the 4th module in the course flagship course Sell more, easier, faster in the Colin Pearce Academy. It is available to members of the Academy along with the other Courses, Coaching and the Community forum. Every salesperson I have ever met says they know they should be about the benefits of owning their product or service. Every salesperson! I've even had people walk out of seminars snorting that the topic was old hat, and below their dignity to have to listen to. Later of course during mystery shopping events, they failed to demonstrate that they knew anything about the benefits of their product and consequently could not explain them. They could bang on about, parts and engineering and colours and shapes and sizes and complications and 'things too fierce to mention'. After a briefing session was forced on them and they were drilled on the benefits, they still couldn't explain them in words any other person could appreciate. They might have been arrogant in the way they scoffed at the seminar, but the truth is that speaking in benefit terms appropriate to the listener is actually really hard work. That's why listening to this episode will help you come face to face with one of the biggest challenges in sales.

Colin Pearce interviews Jerry Crockford on managing his distributed team. Jerry Crockford (normally interviewed for his insights on marketing) maintains he is not an expert on distributed teams but the experience he shares will be helpful to leaders of groups in a large system or any small business. He agrees that it's become necessary for a while to have team members work from home and emphasises that it is not a breeze for everyone.He thought it would be but he and Sandy hit a few pot-holes. One was access to the firm's files so there was no overlap. Another was the use of language to create a positive atmosphere. He talks about trusting the team.He recommends meeting for a Hello every morning and maintaining a 9:00 to 5:00 day even though people say they like flexibility. On the recommendation of one of his senior team members he treats everyone on Zoom meetings like 5 year olds. Sounds patronising but he explains what that means. He recommends client meetings happen on Zoom and team meetings happen on Google Chat.

Colin Pearce presents a live session: Off the wardrobe This presentation was recorded at a networking conference in Singapore where people were aspiring to manage their own group members. It is one of his more low-key presentations driving at the heart of a leader. Listen as Colin Pearce explores one of the not-so-often-discussed principles of Leadership: advocacy. Managers and leaders are often told to have vision, purpose, drive, motivation, goals – all essential components of leadership. In this presentation Colin explores one of the so-called soft skills where a leader needs to read the mood of the team members and at significant times, come alongside folk who are struggling – whether that struggle is related to workload, customers, relationships at home or inside the workplace. This presentation is a good companion to the Speed read people in a blink course in the Colin Pearce Academy (www.colinpearceacademy.com)

Marketing copy that works with Jerry Crockford Jerry Crockford, marketing practitioner and copy-writer unpacks fundamental marketing concepts in this second interview with Colin Pearce. You will hear Jerry explain the Rule of Seven and how it applies to different offers you need to make at certain times, depending on whether your buyer is at the awareness, consideration or decision stage of the buyer's journey. You will see the three basics of marketing in the three questions: your target market, your creative content, and your offer. Then Jerry will ask you where your target market is in the buyer's journey (as he mentioned in Episode 004) and get you to adopt a method of engagement called progressive profiling. This will all affect the timing and intent of your business strategy and if you apply the ideas you should see a lift in your responses.

Colin Pearce presents 'Speed read people in a blink' This episode makes a good companion to the extensive and fun course of the same name in Colin Pearce Academy ( www.colinpearceacademy.com). Speed read people in a blink is one of the courses for members of the academy. Membership fees are charged monthly to access the Courses, monthly Q&A Coaching calls, and the Community Forum. In this episode, Colin explains the ages-old view of temperaments as conceived by the old Greek doctor, Hippocrates. Without the decoding of the human genome or an election microscope the poor guy had no idea what really makes people different but his summary of the differences as they manifest themselves is quite telling and has lasted some 2,400 years. Many adaptations of Hippocrates rationale have surfaced and you have no doubt come across personality and temperament tests in your education and working life. Colin treats this topic with humour and stories to help you accept the fact that you are quite normal – different(!) but normal – and so is everyone else. If you can live with your own differences, making adjustments for the differences of others you will be well on your way to living happily ever after. As for business-team relationships, this is fundamental stuff to build a cohesive team and one which will lead to time savings and staff retention.. As for your family life, the concepts revealed in this talk and the full course in the Colin Pearce Academy will save you many a heart-ache and save you many misunderstandings.

Set and monitor your goals for success with Bob Beaumont Goal setting was seen as a great tool for progress and achievement when it became the rage in the 70s and 80s. For unfathomable reasons, it has fallen out of fashion for the normal run of people and only gets mentioned in the professional sporting arena. Bob Beaumont is the exception and is an exemplary goal setter. He explains how he learned goal setting from the late James Rohn in the 80s and has been an advocate of goals in business ever since. He is serious. He takes time out between Christmas and New Yea's day to review the past year's progress against the goals he set the previous year and lays down new goals for the ensuing year. In the interview he explains how he does the same thing in his monthly mini-review, giving himself a score on his progress so far. Could you imagine setting a goal to have a turnover of $10,000,000 by a certain date – and achieve it? Bob did.

Colin Pearce presents live: 'You are ten times better than you think' It is a well-established truth among counselors and psychologists that we all suffer from low self-esteem—a less than helpful estimation of our value. A few narcissists have an inflated view of their own value but the rest of us need encouragement, day in, and day out. Family and friends have set us back with put-downs, cautions, and apprehension. Our own interpretation of the events we've experienced and witnessed have turned into self-destructive stories we tell ourselves. We'd be kinder to a stray dog than we are to our inner child we should be loving and nurturing. So it is fitting that this live presentation challenges you to think bigger and better of yourself. This is one of Colin's signature presentations and as he explains, in parts it has to be seen to be appreciated fully, but settle back and enjoy the fun as he reminds you, you are ten times better than you think.

Ten years to 'Who's Who' and ten minutes to 'Who's Through' - Michael Harrison's story Michael Harrison's story is remarkable. In this interview, he tells Colin Pearce about his schooldays at Timbertop – a campus of Geelong Grammar School – his early sales apprenticeship selling women's shoes, and his success as a computer services salesperson in the earliest days of commercial computing. He relates how he was rated Top of the Table for 14 years in the insurance services Million Dollar Round Table fraternity and through vision and his freewheeling entrepreneurial thinking became the owner of Australia's first private bank. Follow his frank and honest tale about how that all came to nothing in the great crash of 1989 and how he took life in his fists and dug himself out of the hole and rose to even great heights. Today Michael is a recognised financial services expert, a respected professional speaker, and Chair of the large independent Financial Services group, Synchron.

Selling isn't telling In this live recording, Colin Pearce has a lot of fun with the audience as he explores most people's view of selling; i.e. you should have the gift of the gab. Colin explores why talking too much can waste time, exasperate prospects, confuse prospects, lead you off on tangents and bring up objections prospects hadn't thought of. Above all he explains how talking too much means you lose control of the conversation even though you think you are more in control if you are hogging the conversation. This episode is enlarged upon in the second lesson in the www.colinpearceacademy.com flagship course: Sell more, easier, faster. Subscriptions are open to that course in the overall membership offer. Members get access to all the courses, the community forum and the twice-monthly Q&A coaching calls.

Jerry Crockford, knows the power of the right message given to the right people gets the right response. It also has to be the kind of message that catches your potential buyers at the right stage of their journey. This leads to understanding the popular marketing jargon 'funnel'. It's more than sticking an advertisement in the newspaper and hoping customers fall in the top of the funnel and pour out the spout leaving loads of cash behind them. You have to rate and grade them before they even go in the funnel and then again as they go through. Jerry and his wife Sandy own Crockford Carlisle, a marketing agency with a dozen employees in Brisbane. You can find them at www.c-c.com.au Since 1993 Jerry has used the power of words and emotions to generate multitudes of leads and more profit for clients who include builders, retirement homes, financial services, dentists and lawyers.

The six not-so-observable characteristics of motivated people. A studio podcast with Colin Pearce When you are motivated, you do stuff, you get on with things. It's the drive to start a project and complete it once started. It might not be manifested in loudness, flourishes, announcements, perspiration and puff. You take action because you have a clear picture of a cause calling you on. Is it a medal, a promotion, a championship ring, a grand final cup, or is it preparing a meal for the family night after night, saving for a gift, writing a chapter of a book? Motivation is seeing the benefits of asking someone out, applying for a job, completing your studies, giving up sugar, reducing alcohol intake, eating less, taking up walking or bike-riding. These are all carrots dangling on a stick in front of you calling you along a path. When you don't feel motivated you don't do anything. It's a simple formula. No motivation = no get up and go. Colin shares his observations of what gets motivated people up and going.

Bob Beaumont, Chair of Beaumont Tiles' 100+ retail stores tells his personal story about starting work, straight out of high school, in his father's little tile shop with 6 employees to becoming Chairman and Managing Director of an empire with over 800 employees across company-owned and franchise shops. In Beaumont Tiles stores you will find baths, shower screens, toilets, laundry tubs, taps, grouts, glues, and of course, tiles. His massive warehouses and stores serve a huge range of customers; sole operator 'tradies', home renovators, and the largest building companies. In this podcast, he shares the experiences and wisdom he's earned over many decades.

Colin Pearce says, 'Salesmanship is the Queen of sciences and King of professions' You can be proud to be called a salesperson. You can have a deep sense of honour about practicing the refined arts of salesmanship. Selling is the heart of the world's economy. Sooner or later all the money in the world passes through the hands of salespeople. Even in those rare economies where barter and trade take place without money, the purveyors of goods to be traded still use salesmanship to convince other parties they are engaging in a good arrangement. Unfortunately, there is a fair smattering of scoundrels, horsethieves, hucksters, hagglers, and straight out crooks conmen, and jerks in the profession of selling. They have given the profession of selling a bad name. Selling is not synonymous with skullduggery. Selling the right product to the right person at the right price has all the elements of moving progress forward. As a salesperson, you are a vital component of human commerce and industry. Don't let anyone look down on you for practicing the art of selling professionally. Recorded in front of a live audience this presentation compels you to believe your job as a salesperson is a good and valuable profession. With examples of statesmen and women who have practiced the fine arts of persuasion Colin Pearce gives you a rundown of why you should be proud to announce yourself at the next public breakfast or dinner like this: 'I am a salesperson'.

The BE SO GOOD PODCAST got its name from something I heard the Academy Award Winner, Grammy Award Winner and author Steve Martin say. When people ask him for advice about how to become a star like him, he replies, 'Be so good they can't ignore you.' That's what I want for you. I want to help you be so good no-one can ignore you. Not your customers, your boss, your colleagues, your family, your friends, your teachers – no one. You will hear some of the favourite stage presentations – most of them made the audience laugh a lot and I hope you get a smile out them too. I've also interviewed some inspiring guests – people who have accepted that life is full of bumps and curves and crises but who have reoriented, rebalanced or re-started. I recorded them so you can identify with how they have kept being so good they couldn't be ignored. I'm inviting you to subscribe in Spotify or Itunes or your favourite podcast app and leave a 5 star review as often as you can. AS a companion to this is podcast you can subscribe to the BE SO GOOD BLOG and while you're visiting see how you can become a member of the Colin Pearce Academy where there are courses, coaching and community. I'm Colin Pearce and I'll be reminding you week by week to be so good they can't ignore you.