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When you dive straight into offering your solution, assuming your prospect will jump on board, you might be missing a key part of the trust puzzle.
Here’s the thing, there’s a big difference between your mindset and theirs.
You live in a solution-centric world where you see problems and quickly devise a clear, logical solution.
But your prospect is in a problem-centric, emotional world.
To them, a problem can’t be solved until certain emotional hurdles are cleared.
Let me ask you: how did you feel the last time you faced a complex problem you knew little about?
Did you feel calm and confident, or was there some anxiety, procrastination, and uncertainty?
That’s the emotional world your prospect is living in.
For you, the solution seems simple, almost obvious.
But for them, it’s anything but.
They’re dealing with confusion and doubt about their problem, and making a final decision feels overwhelming.
This is crucial because the moment you jump to the solution -- without addressing their emotional state -- you risk losing their trust.
And without trust, you lose the opportunity to make the sale.
Before you can present your solution, you have to dive deep into their world.
What your prospect needs from you first is to feel that you understand their uncertainty.
They need to trust you, deeply, before they’ll even consider your solution.
To build that trust, you need to be problem-centric, not solution-centric.
Your prospect needs to know that you truly get where they’re coming from before they can trust you enough to move forward.
Trust is the bridge that connects your world to theirs, but it’s your job to go there first -- dive deep into their world before they’ll cross over to yours.
If you’re ready to dive deep into your prospects' world and build the trust that leads to successful business growth, order your complimentary books and consultation below.
Related: Transform Your Discovery Meeting by Ditching the Sales Pitch
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.