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;

‘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.

> Understand the buyer’s world

> Prepare.

> Mind your boundaries.

> Get out and about.

> Be clean.

> Always invite the person to buy in the cleanest and most genuine way you know.

Lisa is easy to track down.

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

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.

As if you didn’t know, hey?

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.

Kirryn had no business equity; no profile, no following, no credibility outside her own work place. So she set about standing out.

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. 

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.

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.

S.A.Sh.M.A.C. stands for …

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.

And the problem with that?

• When you get questions, you feel obliged to answer, and usually at length.

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’.

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;

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.

Roger Crawford's story proves you can be so good you get noticed

Challenges are inevitable. Defeat is optional.

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. 

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

‘Money isn’t everything! There’s;

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!