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You’re in the middle of an initial meeting with a new potential client.
You feel it’s going well, you’ve built solid rapport, but the conversation starts to wander off topic, and you’re not sure how to regain the focus without them starting to feel pressured.
Because your hyper conscious not to be “selling”, you may not be sure how you to refocus the conversation.
The key is to return to your core goal, which is always to uncover any deeper problems or issues that you can help them solve.
Keep in mind that you have only one focus for your conversation: identify the truth behind their issues and whether they are prepared to work on solving them with you.
You might consider statements like these to regain focus without pressure:
- “Well, let me ask you a question. Based on what we’ve talked about so far, where do you think we should go from here?”
- “You know, I was just thinking that the idea of us getting together today is to essentially figure out if there are particular issues I can help you with. Help me understand in my mind — which are the most important priorities for you that you are serious about addressing?”
- “Well, can we take a few steps back? I don’t want to make any assumptions. What might make sense is if you can share with me how you’re feeling right now, what you’re thinking about, what you feel would be necessary to help you...and I’ll do my best to provide you some insights.”
Coupling your caring mindset with the above trust-based languaging is what you’ll need to ensure you get to the truth of what they’re really thinking about and what is holding them back from moving forward with you.
Related: How to Not Lose a Prospect in Your First Meeting
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.