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In traditional sales approaches, many advisors have been taught to control the conversation, and to keep the focus on finding out whether the prospect is “qualified”, in order to close the sale.
They’re taught to qualify prospects by asking fact-finding questions, without really understanding that potential clients easily sense any hidden agendas to move the sale forward.
Often times, establishing deep trust and diffusing pressure are not thought of as issues to address.
The assumption is often made that prospects need what we have to offer, especially if they express some initial interest.
Sometimes, it’s easy to get hooked on “hopeium”, hoping that they will move forward and onboard.
After all, they sound genuinely interested, so why wouldn’t they move forward?
In your initial new prospect meeting, it’s important to always begin by focusing on unpacking your potential client’s problems -- not discussing your company, your background, your services and not even the benefits of working with you.
Why?
Let’s review this scenario…
You’re talking with a potential client who appears to be open to what working with you.
How do you decide whether you are a “fit” or not?
The “fit” concept needs to replace the traditional approach of trying to “qualify”.
Determining a fit or “seeing if we’re a match for each other” emphasizes connection, whereas the very term “qualifying” has a mechanical, impersonal feel to it.
It’s important not to assume your potential clients are a fit, until you have created a “moment of vulnerability” with them, where they feel comfortable telling you the truth and depth of their situation.
Your only purpose in your conversation is to make it clear that you aren’t sure you are a match yet, and to assure them that you’re really okay if you aren’t.
Instead of grilling them with questions, you simply engage them in a conversation about the truth of their situation.
You’ll find that you’ll learn what you need to know, naturally and comfortably, without putting pressure on yourself to “close the sale”.
The key to remember is that you can’t determine whether you are a fit or not if they don’t trust you enough to tell you the truth of their situation.
Related: The Industry Blindspot: How To Acquire High-Net Worth Clients
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.