Are You Fact-Finding or Trust-Building?
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Advisors have been taught, before they do anything, to ask fact-finding questions about a prospect’s financial situation.
The traditional sales formula looks like this:
Qualify the lead + Present your solution = New paying client
That’s basic selling 101, isn’t it?
But if this formula, which has been taught by the “sales gurus” for decades, is bulletproof, then why doesn’t every single person who is qualified become a new paying client?
What is the missing piece of this puzzle that causes you to lose prospects who check all the boxes of what your ideal client looks like?
It’s called “trust-building,” and it needs to happen before the qualification process.
Unless you create deep trust first, any qualification process will make your potential client feel you only want to know if they’ll buy your services.
In their mind, if they qualify, then they expect you to start selling your services.