Michael Harrison reveals the power behind his sales success
As outlined in BE SO GOOD PODCAST Episode 006, Michael Harrison’s sales career went from selling shoes, computers and life insurance to become the owner of Australia’s first private bank and consultant to Australia’s largest insurance companies.
In this Episode 018 Michael reveals the hallmark of his selling style: his passion for asking questions.
Similarities between the sales success stories
You will notice similarities between Michael’s style and Bob Beaumont’s in Episode 020. ‘You don’t sell. You help people to buy.’
• Michael earned the right to sit at Insurance’s prestigious Top of the Round Table 14 times.
• He became the guiding light of a giant insurance company, increasing sales by 700%.
• He is a noted speaker and consultant to the finance industry at large.
• He serves as Chair of the Synchron Group.
• He and Colin have been friends since 1993.
You have to ask the right questions
This interview is about Michael’s approach to sales. He shows how asking enough questions of the right prospects places them in no other position than to let you help them buy.
Questions for you too.
But first he says you need to ask yourself 8 questions and answer them thoroughly.
1. What do you sell?
2. Who wants what you sell? ( the answer is not ‘anybody’ or ‘everyone’)
3. How will you tell them you exist?
4. How will you show them they will benefit?
5. How will you get them to buy form you?
6. How will you get them to tell their friends?
7. Can they afford it?
8. Are they in an industry I know something about?
And then there’s his good old ‘F.O.R.M.’ mnemonic
Early in his insurance sales career Michael developed a mnemonic to remind him to gather information from prospects and build trust. We illustrate it in a brief role play.
Ask new people about their
> F Family,
Michael and I play it out for you in the interview
BE SO GOOD THEY CAN’T IGNORE YOU
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F.R.E.E. (OK. Except for a dollar–just under 3¢ per day. I have to take your cc details at the start because that’s the way the system works, but I will only charge you $1.)
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Who should get the 30 Day FREE trial?
I want to help you get all the help you need to win buyers’ confidence by making micro-friendships.
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> Practice managers
Such people have these needs;
they need to get their people selling more and faster
> they need to induct new salespeople and team members sooner
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Are you this person? There’s no need to worry about it. Here’s the solution:
If you are bothered with these issues, this offer is too good to miss. You can have access to everything in the Academy at no cost (actually it’s $1) for a 30 day (stress-free) look-see. Before the 30 days are up you can either withdraw or you can stay, in the event of which the system will make a charge of $77 for staying on. That will be your second month and again you stay as long as you like, or withdraw when you are full. Go to Colin Pearce Academy and hit Enroll. At the enrollment page, use this coupon code. 30daytrial