Stop Over-Explaining In Your Sales Process
Ari Galper
World's #1 Authority on Trust-Based Selling | Contrarian Thinker & International Keynote Speaker | Growth & Success Through Trust | You're One Conversation Away From Changing Your Life ??
Advisors can’t help themselves, they often over-explain everything in excruciating detail.?
Turns out, the more detailed you get early in your sales conversations, the more your prospects feel intimidated by you.?
It’s easy to fall into the trap of thinking that more details will convince your prospect of your value proposition.?
But here’s the thing: When you over-educate, then your prospects will say to you: “I need to think about it”.?
What if you just started leading with clarity instead??
Ask yourself -- what’s the one thing your client needs to know right now??
What’s the simplest way to share that with them??
Trust isn’t built by overwhelming your prospects with your knowledge.?
It’s built by showing that you understand their needs and can provide a solution in the clearest way possible -- stop selling and provide simple clarity instead.?
When you shift your mindset to clarity instead of over-education, it changes the whole dynamic of the conversation.?
You’re not trying to convince them of something -- they’re already convinced because they trust you.?
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They trust that you have their best interest at heart.?
And that trust doesn’t come from long-winded explanations.?
It comes from your ability to communicate effectively and honestly.?
So, what’s the takeaway here? Keep it simple.?
Focus on what matters.?
Show your clients that you’re there to solve their problem, not overwhelm them with information.?
The simpler, the better.?
Ask yourself -- are you focusing on building trust or just talking to fill the silence??
Next time you’re having a conversation with your prospect, remember, clarity is your ally.?
Lead with it, and you’ll build trust from the very beginning.?
Ari Galper is the world's number one authority on trust-based selling and is the author of 6 best-selling books. Watch Ari’s latest interview with Kevin Harrington from “Shark Tank”, it will shift your mindset on how to grow your business based on trust: https://lnkd.in/g49M86ru?
IT Services & Consulting Industry's Silent Equity Builder & Profit Accelerator | 8-9 figure exit ticket in 36 months without PE handcuffs | Productive RPA & Innovation | UQ MBA | Board Advisor & Strategic Integrator
1 个月"People don't care how much you know until they know how much you care." It's a hard (speaking from experience) principle to adhere to for most people in a sales role. The old school "razzle, frazzle, dazzle" info overload sales approach to closing deals rarely worked and for the few that did well, it was exhausting and resulted in burn out.
SE Asia's # 1 Authority on trust-based conversations that attract, nurture, and convert potential clients
1 个月Another awesome article Ari Galper. The simple fact that a confused mind can never make a decision is well and truly explained in your insightful explanation
SLOW SOCIAL: To speed up, slow down | Say no to hustle culture; embrace connection, conversations, and community instead | Lift your client acquisition game without being "salesy".
1 个月Great article, Ari. Too many advisors, coaches and consultants talk themselves out of a sale. All their yackety yak is a massive barrier between them and their prospect. Instead, simplify, don't intimidate and let the conversation develop naturally.
Business Simplification & Confidence Coach | 4X Founder | Idea Lab Community | Programs for Every Stage of Business | Guiding Entrepreneurs to Master People Skills, Influence, and Authority
1 个月Great advice! Word salad is never helpful!