The Myth Of The Multi-Step Sales Process
The idea that you need multiple meetings to build trust with a qualified prospect is a myth driven by elders who say: “This is how I built my practice, do as I do.”
The reason your advisory practice exists, is so you can get paid for your financial knowledge and expertise.
Most advisors tip-toe around that fact and unnecessarily elongate their sales process.
Instead of building trust with their prospect and holding their authority, many lose both trust and their authority, by doing free consulting and follow-up.
“Isn’t that just the selling game?”.
No.
It’s what happens when an industry commoditizes itself by adopting flawed ideas around selling.
Think about it.
The discovery meeting and the financial planning meeting are mini-engagements with your prospect where you share your time, knowledge and expertise as an advisor.
What usually happens at the end?
Your prospect “wants to think about it” and vanishes.
They got your time and your valuable knowledge but you didn’t get paid.
It’s free consulting literally.
Now, more than ever, is the time to shift from this ‘standard industry practice’ and consider a radically different path…
Eliminate all “next step” thinking in your sales approach
You’re either onboarding your prospect from the initial sales conversation or not at all.
There is no next step.
“Are you insane? That will never work in a complex environment like advisory”.
Well, consider how a doctor diagnoses their patient, writes them a prescription, and they immediately agree to the medicine.
Do they take the prescription home to think about it?
Do they wait for a chemical analysis of the drugs before they buy them from the pharmacy?
No, they complete the process from diagnosis to buying the treatment, in one single step, because they trust the doctor.
Diagnosis alerted them to a problem, and their need for a solution then became a priority.
There was nothing more to think about.
(The complexity of the medical world is irrelevant to the patient – what’s relevant is having finding someone from the medical world they can trust)
Your sales process needs to elevate your prospects’ need for “financial treatment” to the same level of priority.
Free meetings, consulting and elongated relationship-building, over a series of steps, will never do that.
To shift your thinking, order your complimentary book and consultation below.
If you're an ambitious advisor, with a defiant streak (following the crowd isn't your thing), who is overly reliant on referrals, with limited time and resources, but willing to grow and challenge your own thinking -- and you'd be happy with 1 – 2 new high-net-worth clients per month...
Get Your Free Book & Free "Get New Clients" Sales & Lead Generation Consultation ASAP!
Order your complimentary new book "Trust In A Split Second" (with free bonus book "Trusted Authority") below and get a free “Get New Clients” sales & lead generation consultation (value $995.00).
In this ground-breaking new book, you’ll discover:
- Why does the sale hinge on a split-second decision!
- "Fit or No Fit" -- does it still work?
- Should you be skeptical of your prospect's agenda?
- Why do fact-finding questions break trust?
- How to differentiate yourself from other advisors
- Why "follow-up" should be banned!
- "We're talking to other advisors"
- Why you should be a financial "doctor" instead of advisor
Meet The Author
Ari Galper is the world’s number one authority on trust-based selling and is one the most sought-after sales conversion experts for advisors and business owners.
He is the creator of Unlock The Game®, a completely new revolutionary sales approach that overturns the notion of selling as we know it today.
Ari has been featured in CEO Magazine, SkyNews, Forbes, INC Magazine and Financial Advisor Magazine – and has been a featured speaker at the Financial Planning Association’s national conference.
His newest book, “TRUST In A Split Second!”, has become an instant best-seller among high-trust advisors worldwide.
With clients in over 35 countries, his global sales systems have become the most successful Trust-Based Selling systems of our time.
In a day and age where technology rules the selling world, for many growth-oriented advisors, deep trust has taken a “back seat” to the sales process.
Ari’s personal insights on how to build trust between buyers and sellers continue to break new ground in virtually every industry.
Ari has been on a mission for the last two decades to change the business world through trust as a foundational principle.
Through his sold-out talks all over the world and his in-house trainings for high-producing advisors, Ari has become the global ambassador to businesses all over the world.
He regularly connects with global business icons and leaders of industries seeking his counsel on how to infuse trust in their organisations and across their teams.
His work in the trust-based selling field, focusing on reversing control of the sales process, from buyer to seller, is considered category-of-one thinking, with over a two decades of proven execution and results.
