Selling Was Never Meant To Be A Game
Traditional selling has always been adversarial in nature.
On one side, there’s your agenda to win a new client, (you need to pay your bills and make a profit).
On the other side, there’s your prospect’s agenda to avoid being “sold”.
It’s a stand-off.
Because each side has their own agenda, selling has devolved into a game where the truth is often held back and trust is difficult to establish.
The common outcome: the two sides often never connect, like two ships passing each other in the night.
My life’s career has been one long rejection of this traditional notion of selling, and I’ve made it my mission to unite the worlds of both the seller and the prospect (or in this case, you and your potential advisory client).
Selling was never meant to be a game.
It was always meant to be a collaborative partnership where one person trusts the other to help them, and the state of both is improved as a result.
The discoveries I’ve made in my quest to redeem selling, proven in the field for over 25 years, have been nothing short of astonishing.
It’s no exaggeration to say that all of traditional selling’s supposedly immutable laws were wrong.
Here are the big ones:
Expect a multi-step long sales cycle to build trust and make the sale (you can make the sale in a single initial conversation with deep trust)
Give your prospect time to “think it over” and educate them as a way to prove your value (The actual moment when a prospect decides to move forward happens in a split second, you don’t need to chase them or hope they call you back)
Tell your story, explain how you are different and work on building rapport to win the sale (Your prospect doesn’t care about your achievements, your solutions or your story — they care about whether or not they can trust you)
If you reverse these traditional sales myths taught since the 80’s, you would revolutionize your business very very quickly.
The only catch is that your prospect is not aware of the flip side of these myths.
They come to you pre-conditioned and in a defensive posture based on the notions of traditional selling in their mind.
One false move on your part and it’s over.
It’s up to you to show them a new way through your sales process — it’s up to you to be different.
You can build trust and make the sale in your first meeting, without:
Extending yourself to build rapport (which is instantly recognized as fake and triggers resistance)
Free consulting and chasing (which lowers their perception of your value)
Playing the numbers game and wasting hours of your precious time (you can make more sales with less effort and in less time)
If you’re tired of playing the traditional sales games taught by the old gurus, then it’s time to be open to shifting your mindset.
To learn more, 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...
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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.