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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 in 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.
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 of your sales process.
If you’re ready to lead with clarity and start building deeper trust with your prospects, order your complimentary books and consultation below.
Related: Why Trust Beats Friendship in Winning Prospects
Get Ari’s 6 best-selling books for FREE 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 books "Are You Chasing Ghosts", "Trusted Authority" and "Trust In A Split Second" have become instant best-sellers among financial advisors worldwide, get your free books here.