Why Creating Sales Momentum Kills Trust

Why Creating Sales Momentum Kills Trust

If you’ve been in the advisory industry for over a decade or so, this may come as a shock to you.??

Your attempts to move your prospects forward towards a sale may be losing you the sale.?

Let me explain…?

Outside the world of sales, connections are built genuinely through trust and authenticity.?

When someone is too excited or too eager to get us to do something we are put off by their attempts and naturally resist without even thinking.?

Our alarms go off and we say to ourselves “This person has an agenda.”?

Reality check: When your prospects feel they’re in your “sales process”, they will have the same internal reaction.??

Want to master Trust-Based Selling?

If trying to move your prospect forward creates internal resistance, then why is it still the norm for most advisors in the profession??

It’s because the traditional sales model is hard to let go of.??

It’s become an accepted norm that you have to be willing to play the “numbers game” and get multiple no’s before a yes, if you want to be successful.?

Chasing and “following up” are simply par for the course.?

What I’ve discovered is that in this new economy, your prospects have grown tired of this approach and can immediately sense that behind the rapport building, there’s an agenda to bring them onboard as client.?

If you’re operating in a low-volume, high-margin business, you can’t afford to let one ideal client walk out your door without converting.?

It’s no longer about how many prospects you meet with, it’s about how effective you are at creating deep trust with them, inside that first meeting.?

This requires a shift in your mindset to stay in their world, not jump to yours by attempting to show your value (value has become commoditized, trust hasn’t).?

Get Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at https://www.UnlockTheGame.com , and listen to his podcast "Stump The Guru" where he answers live sales questions and challenges athttps:// www.UnlockTheGame.com/Podcast and watch his free Masterclass at https://www.UnlockTheGame.com/Video .

Rod Crowder

Author, Speaker, Consultant | Resilience & Continuity | IT & ITSM Services | Risk Management | Pandemic Planning | Leading companies towards Business Resilience |

1 个月

... so we shouldn't follow up on (say) a proposal submitted to a prospect, but rather wait until they are ready to move forwards? That being the case, how does someone in business development in an advisory industry hit their targets and ensure their business doesn't grind to a halt?

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