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You’ve had a string of consecutive meetings with potential clients you thought had potential -- yet each one seems to have slipped through your fingers.
As you browse your schedule, you see another prospect meeting pinned to your calendar for later in the afternoon.
“I’ve got this” you tell yourself, determined to end the week on a high note.
You don’t want this bad sales streak to turn into a slump.
You try to recall some of the old closing techniques you used to use, and even search the web for some new ones.
The list is long, and a bit overwhelming.
Not only do the strategies contradict themselves, but a majority of them make you feel downright uncomfortable.
You’ve been a fiduciary for years and have a stellar track record with proven results.
Better yet, you’ve built your portfolio of business to a point where you only need a handful of new clients each month.
Should you really be subjected to the same “hard sell” tactics you used years ago when you first started out?
Fortunately, the answer is no.
Obsessing over the perfect way to “close” a prospect is a recipe for disaster in today’s economy.
As you’ve probably noticed in the past few years, your prospects have outright rejected the traditional sales process and are not looking to be sold or persuaded on anything.
Even the slightest bit of pressure, can trigger a defensive response in your most qualified leads -- causing you to “follow-up” and chase them for another chance.
Does this mean you have to walk on eggshells for the rest of your career?
Absolutely not!
In fact, those who are willing to adapt, will find that onboarding new clients can be done faster, easier, and with less resistance than ever before.
To thrive in this environment doesn’t require memorization, scripts, or tactics.
It simply takes an understanding and application of the number one skill in today’s new economy -- building trust.
What your clients are searching for is the feeling of trust that comes from being heard and understood by you at a deep level.
They want to know that you’ve thoroughly considered their world, their feelings, and their situation before committing to working with you.
Trying to close someone breaks trust because it reveals a hidden agenda that, from their perspective, pulls the rug from under their feet and makes it seem as though your only intention is to get the sale.
This is especially true for advisors, since they are often judging and weighing your character and authenticity far more than your skills and ability.
If you’ve found yourself in a slump, it may be because too much attention has been put on the end of your sales process and not enough on the beginning -- where the sale is really won or lost.
Instead of seeing your process as one long conversation leading to a sales pitch, view it as a unique opportunity to provide clarity on their problems through a natural and authentic conversation built on deep trust from the start.
With this mindset, you’re well on your way to becoming a trusted authority, instead of of someone who sells financial services.
If you’re ready to leave behind the old sales tactics, and are open to a new way of selling with trust, integrity, and authenticity, get your complimentary books and consultation below.
Related: Has Your Pipeline Gone Silent?
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.