You were probably told that you need to build relationships with your prospects by creating rapport and proving your value by demonstrating your expertise.
But your probably seeing a decreasing trend of new prospects choosing not to work with you, as a result of this approach.
Yet somehow this has become the industry norm.
It’s so engrained that advisors in general can’t even imagine that consistent and predictable trust-based selling new client outcomes are even possible.
It’s time to stop winging it in your sales meetings.
Chit-chat, small talk, going with the flow to see where the conversation leads… that unpredictability has to end if you want to be successful long-term.
What’s missing is structure inside the conversation.
While it feels and flows naturally and organically from your perspective, the sales conversation is often missing process and steps.
What is that key objective?
Trust.
How do you create trust?
By raising your prospect’s awareness of their problem, making sure they appreciate its consequences, and showing them that you understand their problem so deeply, that they’d be wise to entrust you with solving it.
The amount of trust you build and success you have in selling, is directly related to how effectively you embody and live up to that expectation in your sales process.
There’s no room for winging it.
Trust-based selling is a profession in its own right.
To find out more about getting upskilled with a consistent trust-based selling, order your complimentary book and consultation below.