How to Make Sales Non-Adversarial

Ari GalperAdvisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.

Traditional selling has always been adversarial.

On one side, your agenda is to win a new client (you need to pay your bills and make a profit).

On the other side, your prospect’s agenda is to avoid being “sold.”

It’s a stand-off.

Because each side has their own agenda, selling has devolved into a game where the truth is often held back, and trust is difficult to establish.

The common outcome: The two sides never connect, like a prospect clicking on your website and closing the tab a few seconds later.

My career has been one long rejection of this traditional notion of selling. I’ve made it my mission to unite the worlds of the seller and the prospect (or in this case, you and your potential advisory client).