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If there’s one thing that’s hard for many advisors to let go of, it’s the idea that a multi-step sales process is required to make the sale.
Think about it for a moment: your prospect has a problem and you have a solution — it’s a straight line of sight. Converting them into a paying client should be simple.
The thing standing between you and them is an elongated sales process that gets in the way.
This comes from the traditional know-like-and-trust model which assumes you need prospects to:
- Know your solution;
- Like you as a person; and then
- Trust you.
It’s no wonder why so many sales approaches require multiple meetings to get to the truth of whether they will work with you.
Revamping the process
But what if we look at this from a different perspective?
Like a doctor diagnosing their patient on the first visit, you would focus on providing clarity on their situation, which can be done quickly within one meeting.
The know-like-and-trust model would be stripped of the first two components, since they would do nothing but extend the process and get in the way of building trust.
If you can shift to this new mindset, removing the “relationship-building” piece of the process, then you’ll understand why you’re currently subjected to a multi-step, elongated sales cycle.
Your prospects don’t have to like you to work with you. They just have to trust that you’re the one to solve their problem.
If you’re open to challenging your own thinking, you’ll condense your sales cycle to a single meeting. You can order your complimentary book and consultation below.
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.
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Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
