If you’ve been in the industry long enough, you’ve probably heard these traditional sales mantras:
The implicit message is: “keep pushing them until they either say yes — or say no.”
Makes you want to take a cold shower after reading those, doesn’t it?!
Of course, you don’t follow any of those ideas any more, because you know how they can break trust with your prospects – and how uncomfortable the make you feel.
Often times though, advisors do feel a deep sense of guilt, if they had a great conversation with a prospect, then they chase them with no return communication, forcing them to walk away.
You tell yourself: “I’ve given them my best, if they don’t appreciate my value, then that’s their problem, I’m not going to chase them anymore.”
It takes a lot of mental energy to be wound like that, especially if you start second-guessing yourself about why they never called you back.
But, what do you do if you have an initial prospect meeting and you determine they are not a fit with you?
How do you handle that with grace, so you both disengage unscathed?
Learning to walk away may be the hardest part of selling because we’ve been so conditioned to pursue anyone who we believe could benefit from our services.
Once you decide that you aren’t, here is some trust-based languaging to end the conversation graciously:
Or, if they are a fit, and you aren’t afraid to state the way you work (no chasing!), you can say:
Keep them on the calendar, and you’ll never have to feel guilty again having to chase and then abandon a perfectly qualified potential client.
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.
"*" indicates required fields
"*" indicates required fields
"*" indicates required fields
"*" indicates required fields
"*" indicates required fields
"*" indicates required fields
"*" indicates required fields
"*" indicates required fields