What Advisors Don’t Understand in Sales Conversations
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When a prospect shares their challenges and you show them your solution, it’s easy to assume they’ll become a paying client.
That is the wrong assumption.
Your world is not their world, your mindset is not their mindset... and not understanding the difference is how you will lose more opportunities than you should.
As an advisor, you live in a solution-centric, objective world. You deal with a problem in a logical and straight forward manner.
But your prospect lives in a problem-centric, emotional world. For them, a problem cannot be addressed until specific emotional hurdles are overcome.
To help you understand what these emotional hurdles are, answer this question: How did you feel the last time you faced a complex problem you knew little about... was it calm, clear, and confident?
On the surface maybe, but deep down, there probably was some anxiety, procrastination and indecisiveness.
Welcome to your prospect’s world.
Your clarity on their problem is simple, obvious and formulaic.
But they are worried, confused, and unsure about their issues. Making a final decision about it is anything but simple and obvious.
This is a crucial difference to always keep in mind. The moment you pursue what seems obvious to you, you’ll lose trust between you and your prospect, resulting in losing a new paying client.
Your prospect is not in the mindset to objectively judge your solution.
Before they can decide on anything, your prospect needs someone to address their uncertainty and doubt.
In other words, what they need from you is to feel they can trust you at a deep level.
The best way to create that deep trust is to be problem-centric, not solution-centric.
Trust is the bridge that connects your two worlds, but you must deep-dive into their world first before they’ll cross over to yours.
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after sales conversion expert for Financial Advisors. His newest book, “Unlock The Sales Game” 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 client growth consultation with Ari or one of his trust-based consultants. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Australian 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.