Doctors Don’t Do Coffee – Why Should You?
The notion that you must be buddy-buddy with a prospect before they will do business with you is wrong, delays bringing them on, and costs you a lot of time better spent elsewhere.
The idea that people only buy from those they know and like, is one that the traditional sales gurus have taught for decades.
But it has led many advisors to think they need to socialize first and do business second, resulting in extended sales cycles and awkwardly chasing their prospects with “just checking in” or “how are things going?” emails, text and phone calls.
They spend time and effort building what they think is a “relationship”, only to get “we’ll get back to you if we’re interested”.
Think back to the last time you saw your doctor.
Did he or she attempt to build a relationship with you, or even suggest getting together for a cup of coffee?
Probably not, yet without a formal relationship with your doctor, you follow their advice and pay their fee without hesitation.
The truth is, your prospects don’t necessarily need to like you to trust you.
Because unlike the kind of trust that occurs in a social context, trust in a business context depends on whether your prospects see you as an authority.
A doctor portrays authority through a specific consultation process and their bedside manner.
They focus on diagnosing your problem, which demonstrates they have no other agenda except to help you.
There’s rarely drawn-out chit-chat or superficial rapport-building that would make us feel they have an ulterior motive.
Their purpose is clear and simple: get to the bottom of the problem so they can accurately prescribe the solution – so they can see their next patient.
The experience usually happens in one step, instead of multiple steps, with little or no resistance on your part.
Trust is built inside the entire experience.
To convert more prospects into clients, try dialing down the social chit-chat and “relationship” building in your initial meeting, so you retain your authority.
A real relationship can be developed after they become a client, rather than before.
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...
Then it's time to upgrade your skill set to a "category-of-one" new inbound high-quality sales/lead model (no prospecting), that defies traditional industry thinking and norms...
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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 the Australian Financial Review.
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”.
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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.