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.