If the decision to hire you, hinges on a split-second decision, then why is your sales cycle fraught with traps, potholes, multiple meetings and eventually chasing?
It’s the million-dollar question no one has ever been able to answer until now.
Most advisors are conditioned to believe that the more “runway” they have with a prospect, the more time they’ll have to show them enough value, so they can make their hiring decision.
But is this true?
The average conversion rate of advisors suggests otherwise.
The long and complex advisory sales process, in which educating your prospect is the center piece, convinces less than 3 out 10 qualified new prospects on average to become clients.
The truth is, if you’re investing your time and energy with multiple conversations, you’re only lowering the number of new paying clients you’ll be acquiring.
Why is that?
Because the decision to hire you happens in a split-second decision, which the prospect makes silently in their mind during their initial conversation with you.
It’s internal, not external.
You see, most of your prospects are in shopping mode.
They’re out to gather information, speak to a few advisors, then go away to contemplate a decision later.
They’re completely unaware that their process can be convoluted (which is why they’re still shopping).When they try to process the information you’ve shared with them on their own later, they end up with more questions, than answers.
Here’s the key: If you get to the truth of their situation and help them trust you right in the first meeting, you’ll cut the “I’ll think about it” game right out of the equation.
The sale is made or lost in the first meeting, not after multiple meetings.
Consistently onboarding new paying clients requires a different mindset shift – from viewing the sale as a long series of steps – to realizing there is a single moment you need to get to, for them to agree to work with you.
That’s a big shift, especially if you’re used to doing “free consulting” in your initial meetings.
You’re the only one who can bring them face to face with their deepest underlying issues (issues they themselves can’t see), so they feel they can trust you without hesitation.
With this new way of thinking, there are no intermediate steps involving the delivery of free consulting, tailored plans, or detailed proposals.
Advisors struggle with the notion of selling because they’ve been trained to sell their value and expertise, which ironically has now become commoditized, creating an elongated and complex sales process.
The truth is, selling hinges on your prospect’s decision to place their trust in you — and that happens in a split-second in the first conversation.
What you’ll discover in this book, is that you have to shift your mindset towards eliminating old sub-conscious behaviors that you’ve been conditioned to believe — by the vary industry that you are in.
Defying industry norms is not for the faint-hearted, success is not for the faint-hearted either.
Ari Galper is the world’s number one authority on trust-based selling and is one the most sought-after sales conversion experts for advisors and business owners.
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 Financial Advisor Magazine – and has been a featured speaker at the Financial Planning Association’s national conference.
His newest book, “TRUST In A Split Second!”, has become an instant best-seller among high-trust 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 virtually every industry.
Ari has been on a mission for the last two decades to change the business world through trust as a foundational principle.
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.
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.
