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In the rush to secure a new client, many advisors instinctively push for momentum during the sales conversation, often feeling the pressure to keep things moving forward.
But when the conversation begins to stall, we can fall into the trap of asking, “Do you have any other questions I can answer for you?”
At first, this seems like a harmless way to wrap up the conversation. You might think it gives your prospect a chance to ask questions or address concerns. However, more often than not, it leads to an anti-climactic end where the prospect says something like, “No, I think that pretty much covers it… Thank you for your time.”
Although this might feel like a relief as it leaves open the possibility of them becoming a client in the future, in truth, that moment could mark the end of your opportunity to onboard them. It’s like two ships passing each other without ever having the chance to meet again.
So, how do you avoid losing the sale at this moment? The key lies in shifting the focus of your conversation.
Rather than simply answering questions or explaining your service, make sure you’re staying problem-centric, not solution-centric. By helping your prospect uncover the depths of their problems, you guide them to a place of realization and clarity that positions you as the solution they need.
Once you’ve achieved that “aha” moment, don’t fall into the trap of asking the usual follow-up questions. Instead, try this:
“Where do you think we should go from here?”
This simple, non-pressuring phrase encourages them to take ownership of the next step. It keeps the conversation moving, allowing for the possibility of continued dialogue without forcing them into a decision they may not be ready for.
The result? You increase the chances of hearing those magic words, like, “What’s your process from here?” or, “How do you work?”
When this happens, you’re no longer in the position of selling yourself – your trusted authority and credibility have already been established.
If you’re ready to stop the typical sales cycle and start positioning yourself as a trusted authority, order your free consultation and complimentary books 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.
