Are You Being Shopped?
In the past, being friendly and knowledgeable during your sales conversation was all it took to build trust with a prospect and make the sale.
It was relatively easy to impress prospects and have them feel they had discovered a true authority who cared (which was all they needed to make a decision).
If only those days still existed, life would be wonderful.
Now, your prospect won’t assign you that authority and trust.
They expect you to impress them. They are shopping you against other advisors.
Here’s what your prospects are doing: They’re shopping for their advisor by speaking to as many as they can, and then comparing them against each other, deciding whom to choose.
Most advisors have no choice in this new market environment but to adapt to this shopping process.
To break out of your prospect’s selection process and avoid being commoditized as an advisor, you must shift them out of their shopping-mode mindset.
The shopping-mode mindset comes from your prospect thinking they fully understand their issue or situation, and therefore have a sense of what they need (they think they know what they’re shopping for).
If this mindset isn’t challenged, it leads to two problems:
1.) You aren’t being perceived as the expert; your prospect assumes that role.
2.) You can’t assess the depths of their issues; instead, they’re assessing you.
The truth is that your prospect is operating on false assumptions.
Chances are high there are underlying factors they’ve never considered and couldn’t consider because they’re not a financial expert. But they are the root cause of how their situation has become a problem in the first place.
The traditional advisory sales process, which focuses on building rapport and trying to sell value, overlooks this fact and leaves these assumptions unchallenged.
It leaves your prospect unaware or without deep enough insight into their own situation, so they continue their casual shopping-mode approach of gathering information first, to decide later.
This is the reason for the classic indecisive response you often hear: “I need to think about it.”
To shift them out of this behaviour, you need a process that takes the focus off you and your expertise as an advisor, and places it on them and their situation.
You can no longer impress them with your knowledge.
You can impress them by using a finely tuned diagnostic process that takes a deep dive into their situation and brings any underlying assumptions to the surface, where they can be examined together.
The clarity your prospect gains from going through this leads to a very different mode of thinking. They begin to:
You become more than just an advisor to them… you become an authority that they feel they’ve discovered and can trust.
This is what it takes to shift your prospect out of shopping-mode into decision-making mode, where they feel it’s necessary to go with you.
To learn how to reach this level of trust with your prospect in your sales process, 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 the new 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:
- How to create a flow of high-quality leads in the next 90-days by becoming the Trusted Authority in your market
- How to differentiate yourself from other advisors so that your ideal client says “He/she is the one for me…”
- How to re-position yourself to create inbound demand for your ideal clients only becoming a “category-of-one”
- How to create a “by-appointment-only” business so you stop lowering your authority by "chasing” leads
- How to onboard new clients in one single meeting or zoom conversation… yes this is possible!
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 Financial Advisors.
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, “Trusted Authority”, has become an instant best-seller among Financial 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 the financial services industry.
Ari has been on a mission for the last two decades to change the financial services world through trust.
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.
Ari is a true “disruptor” in the financial services industry. He has been endorsed by legendary sales mentors like Brian Tracy who said: “Ari Galper’s trust-based selling approach is the greatest sales breakthrough in the last 20 years”.
Ari’s sales growth consulting firm has a growing waiting list of financial advisors wanting access to his unique Trusted Authority lead generation models and sales conversion strategy advice.
Ari is also the author of “Lessons From Toby”, a special book about his son Toby who has Down’s Syndrome, who has made a major impact on Ari’s approach to teaching authenticity and trust in his Trust-Based Selling approach.