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When a prospect shares their challenges with you, it’s easy to assume, if you show them your solution, they’ll come on board as a paying client.
There’s a danger in that assumption.
Your world is not their world, your mindset is not their mindset... and not understanding the difference is how you may be losing more opportunities than you should.
As an advisor, the world you live in is a solution-centric objective world, relating to dealing with a problem in a logical and straight forward manner.
But your prospect lives in a problem-centric emotional world, and in that world a problem cannot be addressed until specific emotional hurdles are overcome.
To help you understand what these emotional hurdles are, let me ask you this question: How did you feel the last time you faced a complex problem you knew little about... was it calm, clear, and confident?
On the surface maybe, but deep down, there probably was some anxiety, procrastination and indecisiveness.
Welcome to your prospect’s world.
Your clarity on their problem seems simple, obvious and formulaic.
But they have worry, confusion, and doubt about their issues, so making a final decision about it, is anything but simple and obvious to them.
This is a crucial difference to keep in mind at all times, because the moment you pursue what seems obvious to you, you’ll lose trust between you and your prospect, resulting in losing a new paying client.
The reality is, your prospect is simply not in the mindset to objectively judge your solution.
What your prospect needs before they can decide on anything, is for someone to address their uncertainty and doubt.
In other words, what they need from you, is to feel they can trust you at a deep level.
The best way to create that deep trust is to be problem-centric, not solution-centric.
Trust is the bridge that connects your two worlds, but you must deep-dive into their world first, before they’ll cross over to yours.
Related: Are You Doing Free Consulting?
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation.