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Do You Have A Sales Road Map?

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

When we meet someone with a problem we can solve, we tend to think it’s a match made in heaven.

We’re enthused at finding someone with a problem we know all about… and we assume that merely having the answer is all they need to know about us to move forward… so we move straight to the solution.

What often happens next, is our prospect asks us a bunch of questions about our solution, which puts us into free consulting mode.

And after trying to answer their questions convincingly, the meeting usually ends with them saying, “I need to think about it, Iet me get back to you”, the meeting ends, and they go radio silent on you.

This is a trap that most advisors fall into, which makes them default to selling their expertise and then having to chase “ghosts”.

The key to avoiding this trap is to replace talking about your solution, with talking about a roadmap.

The roadmap is a concept I created years ago with one of my private advisor clients.

I once worked with a consultant who did customer onboarding experiences for big companies, but ironically her own onboarding experience was not getting many of these companies to onboard with her.

So I asked, “Do you show them a pre-sale process of some sort to help them understand why they need you”.

She said, ‘Yes, I’ve got a diagram that I show them for how we deliver our services”.

She then explained it to me in detail, it was so complex and full of industry jargon, my eyes soon glazed over and I completely tuned out.

Then it dawned on me, this was exactly how her prospects were reacting and why she was losing perfectly qualified prospects in her sales process.

Looking at her diagram, and hearing her talk about it, would’ve triggered the same internal thoughts in them that it did in me, which were: “There’s too much to digest, I can’t make a decision right now.”

But rather than telling her out loud, it was simply easier for them to say: “I need to think about it”, then go shop someplace else.

Her process diagram laid out her solution in all its complexity, but the purpose of the roadmap I’m talking about here, is to simplify the prospect’s problem, and show them a clear path to getting it solved.

It maps out the process of solving the problem, not the details of the solution itself.

For a sales roadmap to be effective, it must be simple, because simplicity engenders certainty and trust.

You don’t want it to be complex (or contain financial jargon), because then you have to spend time educating your prospect, and then they have to think about it… which is where the whole thing breaks down.

So, the big idea here is to stop selling your solution. Sell the process that your prospect will go through, visually, to get their problem solved.

When they see it, they believe it – when they hear it, they need to think about it.

When they see the process mapped out and presented with certainty, in clear and simple terms, it alleviates their resistance and naturally brings them around to the only remaining question… whether to engage with you or not.

There’s no more educating, no more having to think about it, no more selling yourself, and no more chasing.

Here are three recent Financial Advisors, thankful and appreciative for discovering why they were losing clients by following the “normal industry accepted” sales process:

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If you’re not converting 10 out of 10 qualified prospects, then you’re leaving a significant amount of money on the table.

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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, “Unlock The Sales Game”, has become an instant best-seller among Financial Advisers 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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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 financial advisors wanting access to his unique sales growth advice and sales conversion strategies.

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