A funny thing happens when you have an initial conversation with a potential client.
When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free consulting”.
Free consulting is when you provide information and education to prove you know your stuff.
It assumes they’re making their decision to hire you based on your competence – proven by the information and education you provide to them.
The problem with this, is they often don’t make their decision based on the information you give them — they make their decision based on whether they trust you or not.
Impressing your potential client with your knowledge and expertise to win them over, does not always increase the chances they’ll become a paying client.
On the contrary, once they have the information they need from you, then they often use that to shop and compare you against other advisors.
Also, free consulting can make the sales conversation feel out of step, like there’s nowhere left to go at the end, other than agreeing to follow up with them later.
The key is to understand your job in the initial sales conversation, is not to prove your competence – instead, your job is to connect with them at such a deep level, that they say to themselves:
“He or she really gets me and I trust them”
It’s important to allow your potential client to get to the point where they say:
“How can you help me?”
That requires immense patience, restraint, and a willingness to do a deep dive into their issues and help them understand the gravity of their situation — without giving them the solution before they’re a paying client.
Ask yourself “how can I be more effective at building trust in my sales process, without giving away information and education for free?”.
If you focus on this key idea, then you will differentiate yourself from all other advisors.
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 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”.
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 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.