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In an advisory selling situation, the instinct is often to avoid stalling the sales momentum within the initial conversation.
Sales momentum, enabled by an advisor, often leads to one of two outcomes:
1) A moment in the sales conversation where you sense your prospect silently backing off
2) They getting “swept away” by your engaging personality and energy, but realizing later, they aren’t prepared to commit to a next step
It’s demoralizing, to say the least to experience this -- even for the most seasoned veterans.
Lost time, lost income, energy invested for no return.
Any sales momentum you create, directly or indirectly, can be perceived as persuasion and can kill the trust building process.
This shift is, how do you have your prospect create their own sales momentum?
That requires a completely different mindset and approach.
First, you need a higher level of self-awareness of the subliminal cues in your languaging, so your prospects don’t mistake your enthusiasm for persuasion.
Secondly, you need a structured framework for your initial prospect conversation, so you can get to the truth of their problem and confirm their willingness to solve it.
Only when you’ve established these critical points, is there any credible chance of creating enough trust to getting a genuine commitment.
If you’d like to learn how to consistently create trust in your sales conversations, instead of indirectly creating sales momentum, order your complimentary book and consultation below.
Related: When Your Prospect Goes “Dark”
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.