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Picture this.
You’re sitting across from a prospect. They’re explaining their challenges, and you’re nodding along.
In your mind, you’re already crafting the perfect solution. You’re ready to wow them with your expertise.
But then they say, “Thanks for your time. I’ll get back to you.” And they never do.
Sound familiar?
Here’s the problem.
You’re acting like a pharmacist, not a doctor.
Pharmacists dispense medicine. Doctors diagnose.
When you skip the diagnosis and jump straight to the prescription, you lose trust. Your prospects feel like you’re not really listening.
Like you’re just trying to sell them something.
But when you take the time to diagnose, to ask the right questions, to explore the root cause of their challenges, to help them see the impact of not solving it, something shifts.
They start to see you as a trusted authority. Someone who truly understands their world.
And when they trust you, they’ll follow your guidance.
Here’s how to adopt the doctor mindset.
Start with empathy. Show your prospects that you care about their challenges.
Ask open-ended questions. Encourage them to share their story.
Dig deeper and uncover the root cause of their challenges.
Help them see the impact. Show them what’s at stake if they don’t solve the problem.
When you approach selling this way, you’re not just selling a solution.
You’re building trust.
And trust is what leads to long-term success.
So, the next time you’re in a sales conversation, think like a doctor. Slow down. Ask questions.
Dig deep.
Because the key to onboarding new clients isn’t in selling harder, it’s in diagnosing better -- and that’s how you build trust that lasts.
Related: The Trust Gap: Why Prospects Hold Back & How to Overcome It
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. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.