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If there’s one thing that’s hard for many advisors to let go of, it’s the idea that a multi-step sales process is required to make the sale.
Think about it for a moment, your prospect has a problem and you have a solution -- it’s a straight line of sight.
Converting them into a paying client should be simple.
What’s standing between you and them, is an elongated sales process that gets in the way.
This comes from the traditional know-like-and-trust model which assumes you need prospects to:
Know your solution
Like you as a person
Then trust you
It’s no wonder why so many sales approaches require multiple meetings to get to the truth of whether or not they will work with you.
But what if we took a step back, to look at this from a different perspective.
Like a doctor, diagnosing their patient on the first visit.
The focus would be on providing clarity on their situation, which can be done quickly within one meeting.
The know-like-and-trust model would be stripped of the first two components, since they would do nothing but extend the process and get in the way of building trust.
If you can shift to this new mindset, removing the “relationship-building” piece of the process, then you’ll understand why you’re currently subjected to a multi-step, elongated sales cycle.
The irony is, your prospects don’t have to like you to work with you.
They just have to trust that you’re the one to solve their problem.
If you’re open to challenging your own thinking, that allows you to condense your sales cycle to a single meeting, then order your complimentary book and consultation below.
Related: Is Your Follow-Up Strategy Undermining Your Sales Success?
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.