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In the rush to secure a new client, many advisors instinctively push for momentum during the sales conversation, often feeling the pressure to keep things moving forward.
But when the conversation begins to stall, we can fall into the trap of asking, “Do you have any other questions I can answer for you?”
At first, this seems like a harmless way to wrap up the conversation.
You might think it gives your prospect a chance to ask questions or address concerns, but more often than not, it leads to an anti-climactic end where the prospect says something like, “No, I think that pretty much covers it… thank you for your time.”
Now, while this might feel like a relief, the truth is, that moment could mark the end of your opportunity to onboard them.
It’s like two ships passing each other without ever having the chance to meet again.
So how do you avoid losing the sale in this moment?
The key lies in shifting the focus of your conversation.
Rather than simply answering questions or explaining your service, make sure you’re staying problem-centric, not solution-centric.
By helping your prospect uncover the depths of their problems, you guide them to a place of realization and clarity that positions you as the solution they need.
Once you’ve achieved that “aha” moment, don’t fall into the trap of asking the usual follow-up questions.
Instead, try this:
“Where do you think we should go from here?”
This simple, non-pressuring phrase puts the ball in their court, and encourages them to take ownership of the next step.
It keeps the conversation alive, allowing for the possibility of continued dialogue without forcing them into a decision they may not be ready for.
The result? You increase the chances of hearing those magic words, like “What’s your process from here?” or “How do you work?”
When this happens, you’re no longer in the position of selling yourself -- your trusted authority and credibility have already been established.
If you’re ready to stop the typical sales cycle and start positioning yourself as a trusted authority, take the next step by ordering your free consultation and complimentary books 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.