Building a relationship is about building rapport… which is often ineffective for solving problems. In fact, how many times does being friendly and agreeable get in the way of telling someone what they need to hear?
Building trust with your potential client is about what I call “going down the iceberg.”
Going down the iceberg as an advisor means helping your potential client understand the gravity of their situation and the implications of not addressing it.
It’s an iceberg because the implications are often much larger than they realize. If you concentrate on building trust by going down this iceberg with your potential clients, instead of educating them on your solutions, you’ll be surprised at how many new clients jump on board with you and even pay you a planning fee, simply because your approach was so different from every other advisor they’ve encountered.
In this episode of Stump The Guru show, I’ll be talking about Going down the iceberg vs. Going towards the sale. I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.
This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.
To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com