Decisiveness: A Weakness In Your Sales Process?
Having your prospect commit to a paid client relationship at the end of your first meeting requires decisiveness.
Decisiveness on their part, not yours.
Ironically, many advisors allow their prospects to avoid being decisive.
After an extensive sales process of multiple meetings (discovery meeting, financial planning meeting, etc), when you finally ask where they stand with their decision, it’s common to hear: “I’d like to think about it.”
There goes hours or weeks of uncompensated value invested upfront out the door, never to be seen again.
Of course, the last thing you want to ever do is apply pressure to get commitment.
But there’s a flipside…
If you’re too casual, relaxed and focused on relationship-building, your prospect can interpret that as a lack of seriousness about the gravity of their situation.
Too much “easy does it”, and allowing them to take their time, de-prioritizes you in their mind.
In today’s environment, self-promotion is frowned on and “authenticity” has become the socially acceptable way to sell.
The belief is that authenticity means being open, understanding, willing to give value upfront.
That belief is misguided for three reasons:
1.) Generosity without commitment, usually goes unrewarded
2.) They assume your authentic, they want more than that, instead they want a bold truth-teller
3.) You don’t have to prove yourself by the value you provide upfront, instead you need to be willing to go down the “iceberg”, below the surface of what they’re sharing with you, getting to the truth of whether they’re serious about committing to solving their issues (that does not require you dispensing information to them)
If you have correctly and thoroughly diagnosed your prospect’s issues (at least five levels deep), then you don’t have to be casual and “hands off” in your approach.
When you go see a doctor, you assume they’re authentic.
When your prospect meets with you, they assume you are authentic. (Unless you give them a reason to think you’re not.)
Being authentic in that respect, will not garner the trust you need to onboard them as a new client in that first meeting.
They have a problem and you’re there to solve it – and they need to see you as authoritative before they’ll allow that to happen.
It’s called being a Trusted Authority.
Trusted Authorities are truth-tellers focused on helping their prospects see the truth about their own situation.
A Trusted Authority doesn’t rely on emotional and relational comfort to get their prospects to like them. (That should happen after they’re a paying client.)
If you feel your prospects are avoiding committing to solving their issues with you, then it might be time for you to shift your mindset, away from the industry-accepted conditioning that you know is no longer effective.
Order your complimentary and consultation below to learn how to shift your mindset from Trusted Advisor to Trusted Authority (there is a big difference between the two).
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 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
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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, “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.