"Hopeium": Why You’re Losing The Sale
A new potential client is referred to you or comes inbound from another source.
Something triggers inside you when that meeting approaches, I call it “hopeium”.
It’s a “drug” that runs through your mind and body that automatically triggers assumptions about the intentions of your prospect.
Here are some of those assumptions:
– They’ll be making a decision to solve their problem (“Why else would they be meeting with me?”)
– They want to be educated around potential solutions to their problems (“This allows me to show/prove my value”)
– They’re on a “shopping trip” to select an advisor (“I better over-deliver so that I add more value than the next advisor they meet with”)
Those assumptions create actions in your mind that prepare you for what you believe their intentions are.
But what if those intentions are wrong.
What if those projected intentions are what they want you to believe, so you adapt to what they think they want?
What if they themselves, don’t really, understand what they actually need?
When a prospect comes inbound, it’s easy to assume they know what they want, understand what they need, and recognize you as the one for them.
We feel wanted, relevant and appreciated…. hopeium fills our veins… so we start delivering value, some free consulting and education to show them their shopping trip should end with you.
Here’s the antidote to hopeium:
Your prospect thinks they know what they want, but you know, through your years of experience, it often is not the full picture and they often don’t know what they actually need!
Your job is not to allow your prospect to determine the path they believe they need to solve their issues.
Doctors don’t allow their patients to dictate what they think they need.
You need to be trusted at such a deep level, on the first meeting, that they relinquish control, by acknowledging you’re the expert, not them.
As an expert, you’re not there to sell anything.
You’re there to diagnose their problems and assess whether or not you can help them.
When you’re the advisor who can do this with insight and empathy, you don’t ever have to hear: “I want to think about it.”
Instead, they should say: “You’re the one, how do we get started?”.
To learn more about this unique mindset shift and trust-building approach, 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.