Let Go Of The Sale To Bring On More Clients
A funny thing can happen in the mind of a potential client during their initial consultation with you.
They have a problem and need your help to solve it, but somewhere along the way they may think you’re taking them down a path for your purposes of bringing them on as a new client.
This subtle shift in how they feel about the direction of the conversation, can pull them back from trusting you.
What shifts their thinking like this, and how do you as an advisor, prevent your sales process from being derailed by it?
You may have heard the old cliched piece of sales advice of “don’t lose them while you have them, otherwise you’ll be stuck chasing them”, as taught by the traditional sales gurus.
This old adage can position you as someone wanting or even needing, your prospect’s business.
This can flip their perception of you as an authority and make them think “he or she, as helpful as they are, is trying to steer me towards being a paying client”, which creates doubt about your credibility, and triggers the old “sales game”.
When this happens, you get pulled into chasing, which ultimately leads to a long and unprofitable sales cycle and the feeling of being “strung along”.
The secret to avoiding falling down this rabbit hole is to let go of the sale in your mind.
Letting go of the sale simply means being genuinely comfortable with waiting for your prospect to take the next step in the conversation, and doing nothing to intervene until they do.
Because your only goal in an initial conversation is to listen to your prospect’s problem, expand their awareness and understanding of it, and discover whether it’s a priority for them to solve it.
To authentically let go of the sale, you must intimately understand how following your process, staying in your frame, and maintaining your position as an authority, is more valuable than making the sale.
You must remember that the moment you deviate from it, you enter your prospect’s frame rather than patiently waiting for them to enter yours.
Resist the desire to seek “closure” from them.
Instead, calmly say “that’s not a problem, I understand”.
One of two things will happen.
You’ll get to the truth that solving their problem isn’t a priority, which will let you disengage with confidence.
Or, you’ll shift their focus back to their problem and underscore that your only intention is to help them see a path to solving their issues.
Either way, you’ll avoid your potential clients pulling back from working with you, saving you valuable time, ultimately allowing you to bring on more paying clients.
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”.
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’s Syndrome, who has made a major impact on Ari’s approach to teaching authenticity and trust in his Trust-Based Selling approach.