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It might seem far-fetched, but your sales outcomes should be predictable and effortless.
If you’re not achieving consistent results, and if you’re chasing qualified prospects who’ve suddenly gone radio silent on you, it’s time to rethink your approach.
When a qualified prospect enters your sales process, you should have an 80-90% confidence level that they’ll become a paying client.
If you don’t have that level of confidence, your pre-sale system isn’t as repeatable and reliable as it should be.
You might have a post-sale process -- you know exactly what to do once clients agree to work with you.
But what about pre-sale?
When prospects don’t come from a referral or established trusted source, your approach is probably less predictable.
You may end up slipping into “expert mode,” offering knowledge and rapport-building in the hopes your prospects will see your value and choose you.
That’s not a sales system -- that’s free consulting, and it only dilutes the sale.
By contrast, a true sales system converts prospects into paying clients into a routine with a predictable outcome.
You have a proven process that leads every new prospect to the point where, during your first conversation, they ask: “How can you help me?”.
From their perspective, it feels completely personalised, but from yours, it’s a repeatable sequence that you’ve fine-tuned and mapped out.
Opportunities won’t slip through your fingers, because you know exactly what to say and how to say it.
Phrases like “seeing if we’re a fit” should be banished from your sales conversation.
Your approach operates more like a doctor’s office than a financial advisor’s meeting.
Other advisors may see sales meetings as casual conversations, expecting prospects to shop around for information.
But your prospects should meet you a trusted authority -- not just an advisor -- someone who’s diagnostic and focused on solving their problems.
They don’t need to like you to trust you.
You build trust instantly, because your system helps you zero in on their deepest issues, creating a sense of urgency and clarity.
“Wow, this advisor is unlike any I’ve met with. He doesn’t waste time with small talk or fake rapport. He’s straight to the point. It feels like he does this all the time, and he must be good at what he does. I think I’ll go with him.”
That’s the kind of trust and quick decision-making that an effective trust-based sales system creates.
You dive deep into their issues, explain the impact of leaving them unresolved, they ask for your help, you prescribe the solution, and you onboard them.
It’s that simple.
If you're ready to learn how to exercise your authority and build a scalable, trust-based sales system, order your complimentary book and consultation below.
Related: Forget the Sales Games: Unlock Authentic Success Today
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.