Our instinct to gaining a new paying client during the sales conversation, subconsciously directs our thinking to keeping the sales conversation constantly moving forward — so we don’t lose momentum, ending in losing the potential client.
So when an initial sales conversation with a prospect runs out of steam, and feels like it should reach some kind of conclusion, we often fill that awkward moment with:
“Do you have any other questions I can answer for you?”.
That prompts them to respond along these lines of: “No, I think that pretty much covers it… thank you for your time”.
At that point, you might feel a sense of relief that you avoided an awkward moment that would’ve left the conversation on a cliff hanger.
You might even reassure yourself, that you didn’t overtly pressure them, and you didn’t hear them say their “not interested”.
But the truth is, you may have lost the sale by asking that question.
It’s as if you both were two ships that passed each other, destined to never pass each other again.
I’ve explained elsewhere how important it is to keep your initial sales conversations problem-centric, and not solution-centric.
Being problem-centric allows you to get to the truth of your prospect’s real problem, helping them understand the depth of their underlying factors, or root causes, which are typically bigger and more complex than they initially thought.
But assuming you stay problem-focused, you get to the bottom of their issues, and you help them reach their “aha” moment where they understand their problem in depth… and you still reach the “what next?” part towards the end… this is what you might say:
“Where do you think we should go from here?”
That simple phrase elegantly puts the ball back in their court.
It opens the door to a next step but doesn’t pressure them, keeping the sale alive but without triggering the usual shut down responses.
When you build trust in your sales conversation, and you ask this bridging question towards the end (instead of “did you have any other questions for me today?”), nine times out of ten, you’ll hear the magic phrase you’ve been waiting for: “What’s your process from here?” or “How do you work?”.
Now you can explain how you work, without triggering any trust barriers.
And you’ve significantly increased the chances of them coming on board with you as a new paying client.
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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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.
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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.
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