Indecision – When Your Prospect Is “Interested” But Won’t Commit

By Ari Galper, the world’s #1 authority on trust-based selling

You meet with a qualified prospect and everything goes well.

They say they’re interested and to check back with them in a couple of weeks.

Sounds promising.

They might not be ready to make a decision right now, but the assumption is, with a bit of follow-up, they should commit to coming onboard with you.

How many times have you made that assumption?

For most divorce attorneys, it’s far too many.

Is giving value and educating your prospect in your sales process, really in your best interest?

Many highly skilled and experienced attorneys provide immense value in their sales process.

But they continue to average one to three new clients out of 10 qualified prospects they speak with.

They have an initial discovery meeting.

Their legal situation is analysed.

You create a free legal strategy for them.

Then they meet with you to go over the strategy in detail, assuming they show up.

Rather than being convinced of the value you provided, they say they need more time to think about it, and they end up ghosting you from there.

All that time and effort, all that “value” given without compensation, is lost time and money on your part.

There’s something deeply wrong with this value-based approach, otherwise you’d be crushing it given the upfront value and expertise you provide.

Here are some thoughts that might help you get to the truth of why your prospects remain indecisive, even after receiving significant value from you:

1.) It helps your prospect delay or avoid making a decision
It’s easier to avoid problems than to face them, and it’s easier to put things off rather than act. Giving your prospects solution-based information upfront before the sale, shifts them away from the need to face their problem and decide to act now – to instead, thinking about the potential benefits of your solutions (indecisiveness).

You think you’re providing useful information, but you’re instead giving them more to think about, which encourages them to be more indecisive—the opposite of what you want.

2.) It equips your prospect with information to bring to other attorneys
Providing solution-based information before the sale, often results in your prospects using it to compare you against other attorneys. It’s part of the “game” they justify to themselves as self-protection from being “sold”.

3.) It doesn’t build trust
Your prospect doesn’t have the technical knowledge to judge whether your solutions are better than another attorney’s.

Trying to prove your solution is best for them (a demonstration of your value), does not build the deep trust they need to decide on you.

Trust is the vital step to triggering decisive action, and it’s based on how much clarity and confidence you provide on the depth of their issues, not your solutions.

Their number one decision criteria is: are you the one they can trust or not?.

Eliminating indecision in your prospect’s mind about whether to move forward with you, is based on your ability to build deep trust with them, not based on your ability to deliver value.

It’s based on your prospect seeing you as an authority on their problem, so by default, you are the one to choose to solve it.

You need to become a Trusted Authority with your prospects to achieve this.

For specific help on how to become a Trusted Authority, order your complimentary book and consultation below.

If you’d be happy with 3 – 5 additional new high income clients per month and are losing potential clients on your first conversation who are not willing to commit to working with you -- and find yourself overly reliant on referrals...

Then it's time for a new mindset shift -- away from free consulting, over-educating and "following up", that doesn’t conform to traditional legal industry norms…

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Order the new book “Unlock The Sales Game” below and get a free "get new clients" sales consultation! (value $995).

In this ground-breaking new book, you’ll discover:

How to break the endless cycle of potential clients “shopping” you against other attorneys, putting you in a position of having to “prove” yourself
New ways to get to the truth in your initial sales conversation, so you are selecting them, rather than them selecting you
The secrets to easily moving the sales process forward without giving away your value or doing “free consulting”
Why focusing on your prospect’s truth is more important (and profitable) than focusing on making the “sale”
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 attorneys.

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 Family Law Magazine.

His newest book, “Unlock The Sales Game”, has become an instant best-seller among attorneys 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 attorneys, 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 legal industry.

Ari has been on a mission for the last two decades to change the legal world through trust.

Through his sold-out talks all over the world and his in-house trainings for high-producing attorneys, 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 legal 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”.

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.

Ari’s sales growth consulting firm has a growing waiting list of attorneys 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 Syndrome, who has made a major impact on Ari’s approach to teaching authenticity and trust in his Trust-Based Selling approach.

“Ari Has A Special Gift Every Divorce Attorney Needs To Experience” Ari Galper is one of the rare gems that is so good at what he does, you don’t even realize the incredibly nuanced work he undertakes to get your language and composure and conversation so on point, that the natural next step for a potential client is to engage you further in a way that is authentic to you. I have met many “gurus”…Ari is the real deal. If you haven’t met with him, rectify this immediately. Best investment I ever made in my practice that has absolutely revolutionized my initial conversations with my prospective clients. He is also a caring and awesome human and so fun to work with!

Geovanna Jammo

Family Law Attorney