Relationship Building Is Not Required To Make The Sale
Are you an experiencing a decline in the acquisition of new clients?
It could be that your sales process is based on a fundamentally flawed idea, and that correcting that idea is the one thing you haven’t considered, giving you the breakthrough you’re looking for.
At the heart of the traditional advisor sales model, is the idea of attempting to build a relationship with your prospect before the sale.
The thinking goes like this:
For your prospect to hire you, they first need to like you.
Before they can like you, they need to get to know you and you need to get to know them.
It’s not usual to hit it off in the first meeting, “chemistry” being created, then needing repeated contact and value-adding steps, to “nurture” the relationship until they’re ready to hire you.
It seems logical and it used to work really well..
On paper, that logic feels like common sense, but there is a flaw when you apply it to real life:
Your prospect doesn’t need to like you to trust you.
The idea that relationships generate business, is true, but it’s on the decline because real relationships take a very long time to develop.
You need to stop attempting building relationships pre-sale, there just isn’t enough time.
How can you have a “business relationship” with someone if you haven’t done any business with them yet?
Let me suggest to you a more robust logic and thought process:
For your prospect to hire you, they need to have a problem that you can solve.
Before they can contemplate having you solve them, they need to be aware of the impact of not solving their problem.
If you focus on clarifying and thoroughly “x-raying” their problem (instead of attempting to build a relationship), they can trust you without knowing you, liking you, or even understanding how you’re going to solve it (just like they would their doctor).
Through this problem-based (not relationship-based) approach, you can build trust and onboard a new prospect in one single meeting.
You see, the trust required here is totally different to the kind of “know and like” trust most people use in their everyday social interactions (which if we’re honest, is often surface level).
The reason why most advisors struggle to convert prospects in general, is because they’ve assumed that selling works the same way.
But it doesn’t.
It’s not about being a nice and friendly person, to create the feeling of a relationship, which hopefully leads to doing business.
It’s about being trusted to solve a problem, and reaching an agreement to do business immediately, which can lead to an ongoing relationship after the sale.
You can’t do this, unless you are perceived as a trusted authority.
Trusted authorities build business relationships.
But they do it after the sale (when it becomes effortless), not before.
To learn more about how think like a trusted authority, 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.