No one likes being “sold” and most of us don’t like “selling”. The “selling/sold” dynamic, as necessary as many think it is, makes everyone feel uncomfortable.
The moment you attempt to use any variation of traditional selling to attract and convert new potential clients into paid clients, they sense, at a blink of an eye, that you’re focusing on one thing, what YOU want (the sale) and not what THEY want (to solve their problem from someone they trust).
This can take many forms, from how you come across on the phone (your tone of voice), what you write in your emails (the languaging that you use), what you say on your website (pitching your solution), how you communicate in social media platforms (not creating trust) and how you present yourself face-to-face, i.e. via Zoom (presenting your 30-second elevator pitch, please stop that!).
Your potential clients can sense, from a distance, when you are attempting to chase them through constant “follow-up”, causing them to feel that what you care the most about is “the sale”, not them.
Your potential clients are extremely sensitive to “sales behaviours” that make them feel they are being pursued. Now, more than ever, is the time to master Trust-Based Selling based on time-tested common-sense principles of integrity and trust – so you can finally stop playing the chasing game and start winning new, highly profitable clients.
The world has changed, the economy has gotten tougher, and your potential clients have grown increasingly immune to conventional sales approaches.
Ari Galper is the world’s number one authority on trust-based selling and is one the most sought-after sales conversion experts for Accountants.
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 the Financial Review.
His newest book, “Unlock The Sales Game”, has become an instant best-seller among Accountants and Financial Advisors worldwide.
In his best-selling book, “Unlock The Sales Game”, Ari describes his revolutionary sales approach based on getting to the truth and why shifting to a mindset of deep trust, instead of “the sale” – is ironically, 10 times more profitable.
His new book launching soon, “The One Call Sale”, is set to completely disrupt the entire accounting and financial advisor industries as we know it today.
“The One Call Sale” system (patent-pending) provides a simple road map to making the sale in one single trust-based conversation… no pressure, no closing and no follow-up — all through a unique trust-based approach.
Everything you learned about selling will be turned upside down.
If you’re sales cycle forces you into multiple steps, having to “chase” your prospects by “following up”, you’ve lost the sale at the beginning of your sales process, not at the end.
Ari is also the author of “Lessons From Toby”, a special book about his son Toby who has Down Syndrome, who has made a major impact on Ari’s approach to teaching authenticity and trust in his Trust-Based Selling approach.
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 accountants, 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.
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.