Do You Have a Sales Road Map?
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When we meet someone with a problem we can solve, we quickly embrace the compatibility.
We’re enthused by finding someone with a problem we understand... and we assume that merely having the answer is all they need to know about us to move forward... so we move straight to the solution.
What often happens next, though, is that the prospect asks us a bunch of questions about our solution, which puts us into free consulting mode.
And after trying to answer their questions convincingly, the meeting usually ends with them saying, “I need to think about it. Let me get back to you.” The meeting ends, and they go radio silent.
This is a trap that most advisors fall into, which makes them default to selling their expertise and then having to chase “ghosts.”
The key to avoiding this trap is to replace talking about your solution with talking about a roadmap.