Your Prospects Don’t Need To Like You – To Hire You

???????? ???????????????? ???????????????? ?????????? ?????????????????? ???????????????? ???????? ????’?? ?? ?????????? ???????? – ???????? ???????? ???? ?????? ???? ???????? ???????? “?????? ??????????” ???????? ?????????? ???????????????? (?????? ?????? ????????-????????-?????????? ?????????? ???? ??????????????).?

The hidden secret behind that approach is that they can like you and it can feel like a “good fit”, but they may not trust you – causing them to keep “shopping around”.?

In saturated and commoditized industries, trust is the final differentiating factor that you can still control.?

???????? ???????????????? ???????? ?????? ???????? ???? ???????? ?????? ???? ?????????? ??????.?

Do you like your mechanic??

Do you like your doctor??

It’s nice if they’re likeable as people but that doesn’t mean they’ll fix your car or your shoulder pain (which is all you really care about).?

In fact, being too nice often triggers doubt.?

“Are they legit or are they just trying to sell me through their personality? Better speak to some other mechanics/doctors/advisors first, just to be on the safe side”.?

When doubt or uncertainty enters your prospect’s mind, you’ve lost them – and it happens in a split second.?

(The know-like-trust old model doesn’t encourage frankness)?

I have a better way which I call the “One Call Sale”.?

With the One Call Sale model, you don’t ask general fact-finding questions in the initial meeting.?

And you don’t have to put energy into building inauthentic rapport.?

You can go straight to diagnosing their problem.?

It’s like a mechanic who plugs their console under your dash, or a doctor who clips your x-ray to the light box.?

“How long has it been vibrating like this?”?

“Does it hurt here?”?

“This is the cause of the vibration/shoulder pain and these are the other problems it’ll lead to”.?

The prospect pauses, then asks...?

“Can it be fixed?”, “Can you fix it?” “How do you work”, or something to that effect.?

The mechanic/doctor/advisor then says...?

“We solve problems like this every day. Here’s our process and this is how we work”.?

Wow.??

Before, the issue was an unsolvable mystery.?

Now, it’s a simple problem, solved as a matter of routine.?

The prospect has clarity for the first time: if they want their problem solved, you’re the one they can trust.?

There’s nothing subjective to think about, no room for doubt, no need to see other advisors.?

And if they don’t want their problem solved, you’ll learn that from the first meeting.?

Not at the end of four meetings, after wasting your time with free consulting and uncompensated value given along the way.?

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Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video , order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow , subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru , or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach ?