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Traditional selling has always been about persuasion and moving the conversation forward.
The problem is, your prospects won’t trust you at a deep level if they sense you're more focused on your agenda than theirs.
How can you be genuinely selfless if your goal is to convert them into a paid client before you can truly help?
That’s the million-dollar question.
Let’s clear up some myths about authenticity:
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Authenticity means proving you're credible.
False. You can share success stories all day, but your prospect can’t know your worth until they see you fully understand their problem. -
Authenticity means giving value upfront.
False. Free consulting or educational content can be perceived as persuasion and can lower your authority. -
Authenticity means building rapport.
False. Trying to build rapport can look like a hidden agenda. Instead, focus on understanding their real issues.
Authenticity in selling is about building trust by showing you understand your prospect from an emotional level.
You can't do this with traditional sales tactics.
Your prospect doesn’t want to know how you can solve their problem -- they want to know if they can trust you to do it.
By focusing on their situation, you show two key qualities:
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You don’t jump to conclusions or operate with an agenda.
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You’re ethical. You won’t offer a solution unless you’re certain it’s right for them.
A diagnostic approach, like a doctor’s, builds trust.
You don’t educate them on your solution; you clarify the problem.
This sets you apart from all the other advisors trying to sell themselves.
True authenticity means no expectation of making the sale or proving anything.
Without that pressure, you can be fully present with your prospect.
This helps them trust you, allowing you to solve their problem.
To learn more about this trust-building approach, order your complimentary books and consultation below.
Related: Stop Building Rapport—Start Driving Real Connections
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.