Stop Selling The Future
“What are your goals for the future… where do you see yourself in 5 years?”
Many advisors ask these classic opening questions in their first prospect meeting.
Traditional selling has always been about getting your prospects to talk about what they want for their future, showing them your process and offering solutions to achieve their goals.
All common sense so far, right?
But what if your prospect is not crystal clear on their future goals?
What if they’re so overwhelmed with daily life and world events, that they can’t think past tomorrow?
If your primary focus is talking about their future goals, which they have a hard time imagining, then you’ll probably hear this at the end of your meeting: “I’d like to think about it and will get back to you”.
Few people today have the mental bandwidth to plan ahead 5 weeks, let alone 5 to 20 years.
Attempting to leap them forward to the future, when they don’t completely trust you, creates anxiety and indecisiveness on their part.
If you’re still using this traditional sales approach where you’re effectively “selling the future”, then you may be losing perfectly qualified prospects because of it.
Consider shifting your sales process to a problem-centered approach, instead of a future-centered approach.
Your prospect has come to you because they have a problem they don’t know how to solve.
They feel uncertain and uneasy about their issues, but they don’t fully grasp the totality, depth and impact of them.
For them to trust you, they need to feel emotionally connected to you, based on your ability to help them identify, quantify and clarify their present problems (that is a unique process called “going down the iceberg”).
Until this happens, there will always be a mental roadblock that prevents them from choosing you as their advisor.
They can’t buy into their own future, until their present situation is fully addressed and understood.
If you’re not on boarding at least 7 out 10 qualified prospects from your first meeting, then it’s time for you to shift your sales mindset.
To make that shift, 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 your complimentary new book "Trust In A Split Second" (with free bonus 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:
- Why does the sale hinge on a split-second decision!
- "Fit or No Fit" -- does it still work?
- Should you be skeptical of your prospect's agenda?
- Why do fact-finding questions break trust?
- How to differentiate yourself from other advisors
- Why "follow-up" should be banned!
- "We're talking to other advisors"
- Why you should be a financial "doctor" instead of advisor
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 advisors and business owners.
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, “TRUST In A Split Second!”, has become an instant best-seller among high-trust 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 virtually every industry.
Ari has been on a mission for the last two decades to change the business world through trust as a foundational principle.
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.
His work in the trust-based selling field, focusing on reversing control of the sales process, from buyer to seller, is considered category-of-one thinking, with over a two decades of proven execution and results.
