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A successful salesperson is slick and manipulative, right? No deal, says my guest this week, financial advisor and master salesman John Curry. During his 40 years in the field, John has refined the real foundation of sales. It’s quite simple: identify what you client needs, then help them get it… even if that sometimes means sending them to a competitor. Your role should be more like a trusted advisor than a smooth operator. Give your prospect enough information to make an educated decision. Take an open and honest approach. Be firm - even indifferent - when you need to be. Adopt this philosophy and the money will follow, says John. Listen in to find out… An easy technique for taking pressure off a customer What you’re really selling - it’s not your product or service The Surgeon’s Posture Secret for boosting your sales numbers Why giving your prospect permission to say “no” often leads to “yes” A technique for being at peace with rejection - it boosts your confidence too Listen now… TimeLine 00:11 Today Steve speaks with long time friend John Curry. John has been working at the pinnacle of retirement planning for over 30 years and is considered one of the best salespeople in the country. 03:11 John tells us about “Purity of Intent” and why you should “Focus on the mission, not the commission”. 06:19 John tells us that we are all liars! 08:17 John tells us how he wasn’t always a master salesman. He explains how rhino skin and allowing people the option to say to to him made him a master of the art. 16:53 Steve explains the his “Surgeons Posture” and how he uses it with every potential client. 20:54 Steve and John discuss how the “ABC” of sales is wrong. John gives us some examples from his own life from heart issues to suicide. 26:43 Steve talks about how John approach to selling has led him to sell life insurance to people who were completely against it. 36:00 Steve is a geomatic engineer. Who knew? He explains to us how he ended up in marketing Mentioned in the show Henry Ford Thomas Edison
A successful salesperson is slick and manipulative, right? No deal, says my guest this week, financial advisor and master salesman John Curry. During his 40 years in the field, John has refined the real foundation of sales.
It’s quite simple: identify what you client needs, then help them get it… even if that sometimes means sending them to a competitor.
Your role should be more like a trusted advisor than a smooth operator. Give your prospect enough information to make an educated decision. Take an open and honest approach. Be firm - even indifferent - when you need to be.
Adopt this philosophy and the money will follow, says John.
Listen in to find out…
Listen now…
TimeLine00:11 Today Steve speaks with long time friend John Curry. John has been working at the pinnacle of retirement planning for over 30 years and is considered one of the best salespeople in the country.
03:11 John tells us about “Purity of Intent” and why you should “Focus on the mission, not the commission”.
06:19 John tells us that we are all liars!
08:17 John tells us how he wasn’t always a master salesman. He explains how rhino skin and allowing people the option to say to to him made him a master of the art.
16:53 Steve explains the his “Surgeons Posture” and how he uses it with every potential client.
20:54 Steve and John discuss how the “ABC” of sales is wrong. John gives us some examples from his own life from heart issues to suicide.
26:43 Steve talks about how John approach to selling has led him to sell life insurance to people who were completely against it.
36:00 Steve is a geomatic engineer. Who knew? He explains to us how he ended up in marketing
Mentioned in the showThe Authority Builder Podcast is the place to come if you are building a professional practice and want to be seen as the leader in your market. We interview the top experts throughout professional services and share insights to help you grow your firm and be positioned as the only choice the clients ever want.
“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.”
― Calvin Coolidge, 30th President of the United States