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If you feel your prospects aren’t telling you the truth in your first meeting, it could be because you’re accepting what they’re telling you at face value.
It would be nice to think that every prospect is telling you everything you need to know up front, but this often is not the case.
Many of your prospects have been turned off by the pressures of the traditional sales process, becoming easily defensive and guarded -- even when they’re seeking help.
They give you just enough information to chew on, afraid that if they tell you the whole truth, you will use it to “sell” them.
But this leads to surface level conversations that usually end with: “I’d like to think about it”, causing you to chase them for the sale.
If your sales process doesn’t allow you to go deep into their world and stay there until they ask you for help, you could be losing new ideal clients on a consistent basis.
The reality is that your prospects are so close to their own problems, it’s impossible for them to see their entire situation clearly.
That means whatever they’re telling you initially, most likely isn’t the real issue at all.
They need you to peel back the layers and go “under the hood” to help them unpack their problems at a deep level, so they can finally see things from a 360-degree perspective.
The key is for them to trust you enough to tell you the truth by:
Understanding their problems better than they do (when you understand their problems at a deeper level, you can unpack them with confidence and consistency)
Asking questions without an agenda to move them forward (Use phrases like “tell me a little bit more about that”, “what have you tried…”, “are you have aware of”, “have you considered” to allow them to elaborate and go deeper)
Provide clarity on their problem (You’re the expert, not them, let them know the true gravity and weight of their situation that they may have never considered – cost of inaction)
When you’re bold enough to go deep into their world without an agenda to move them forward, you build trust and they feel you “get them”.
Your goal is not to make the sale, but to get to the truth of whether you can help them or not.
By doing this, you instantly separate yourself from other advisors and are viewed as a trusted authority.
To learn more about this unique mindset shift and trust-building approach, order your complimentary book and consultation below.
Get your Free copy of Ari’s best-selling book "Trust In A Split Second!" here and you’ll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00). Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net-worth new client acquisition expert for financial advisors. His latest book, “Trust In A Split Second!” has become an instant best-seller among financial advisors worldwide.