Are You Over Thinking The Sale?
As an advisor, your basic instinct is to analyze facts, data and information, to create advice from it.
You’re in an information-driven business, without it, you can’t deliver value.
When meeting with a new prospect, after asking your fact-finding questions you’ve been trained to ask, and providing a path forward, why is it that you may be hearing: “I’d like to think about it and get back to you” or “Thank you, we’re looking at a couple of advisors and will be in touch”.
Very perplexing, especially when you did what you’ve always done, yet your prospect’s conclusion remains being indecisive about you.
It doesn’t make sense.
You discussed their goals, gathered facts, attempted to move to a next step – you did what you were trained to do.
What’s going on here?
Expert Syndrome
Being so deep in your expertise, often called the “curse of mastery”, it’s easy to operate 100% at the intellectual and complex level, miles away from where your prospects need you to be.
You process what they tell you and analyze their situation, operating from your “head” level but missing the “heart” and emotional level were they need you to be.
This mis-match comes from feeling it’s your professional obligation to display your value by explaining the complexities of their situation, so they feel you’re knowledgeable about the solutions appropriate for them.
You almost become a human calculator, gathering inputs in order to create outputs.
Losing a sale is not from failing to educate your prospect on the complexities of their situation – it’s from failing to simplify their problem.
That’s the other side of the coin that most discovery-based sales approaches completely miss.
What’s needed is a total mindset shift away from the analytically minded information-based modes of selling which you know and are comfortable with — to an empathy-based
trust-building approach, where you provide simplicity instead of complexity.
If that sounds counter-intuitive, it should, because it defies the decades of assumptions espoused by the advisory industry.
Simplicity is often eluded for those who on a daily basis, wrestle with complexity.
Solutions can be perceived as complex creating indecisiveness, deep clarity on your prospects issues is the simplification they need to say to you: “Let’s move forward.”
It’s time to make a shift, stop educating your prospects, introducing them to complex ideas – as they’ll only want to go away and “think about it” – which creates a lost opportunity for you and them.
Build your sales process around your prospect’s problem, focussing on simplifying and crystallizing it to a level of clarity they could never have achieved on their own.
That’s called “going down the iceberg”.
Simplicity and Clarity = Real Trust.
Complexity = Distrust.
You’ll need to be open to questioning and challenging everything you’re doing in your current sales process, to start seeing new results.
To learn more about this contrarian trust-based selling approach, order your complimentary book and confidential 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...
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In this ground-breaking new book, you’ll discover:
- How to break the endless cycle of potential clients “shopping” you against other advisors, putting you in a position of having to “prove” yourself
- New ways to get to the truth in your initial sales conversation, so you are selecting them, rather than them selecting you
- The secrets to easily moving the sales process forward without giving away your value or doing “free consulting”
- Why focusing on your prospect’s truth is more important (and profitable) than focusing on making the “sale”
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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, “Unlock The Sales Game”, 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.