Trending
Are you struggling to differentiate yourself from other advisors as you start to realize your solutions are becoming commoditized?
You might be putting all your energy into proving your solution value, thinking that’s the only leverage that you have.
But what if I told you that your solutions aren’t the real reason your potential clients choose to work with you?
The truth is, most advisors make the same mistake over and over again: they focus on showcasing their expertise and solutions in an effort to stand out.
Turns out, your prospects really aren’t looking for another solution, they’re looking for someone they can trust to solve their problem.
Trust is what sets you apart, not your solutions.
It’s easy to fall into the trap of believing that your competence will win the sale.
After all, you’re a highly skilled advisor.
You know your stuff.
But here's the kicker, your prospects assume you are competent, or they wouldn’t be sitting across from you in the first place.
So why are they still undecided?
It’s because they don’t really care about how you’re going to solve their problem at first, what they really care about is whether you’re the right person to solve it.
They need to know that you understand their issues at a deep level, that you care, and that you can help them see their situation in a new light.
When you approach the conversation by focusing on their underlying issues, not your solution, you create an entirely different dynamic.
You make it clear that you’re not there to sell, but to understand.
You make them feel that you’re genuinely interested in solving their problem, not just “winning their business”.
That is how you differentiate yourself from other advisors they’re shopping around with.
Most advisors will try to impress them with solutions.
But you’ll focus on clarifying their deepest issues.
This simple shift in focus is what will make them trust and choose you over anyone else.
To make this shift, you need to stop doing free consulting and planning.
Instead, diagnose their problems.
Let them talk about their concerns and challenges.
Help them see the full picture and, most importantly, make them feel understood.
If you want to stand out and win the sale, stop selling solutions and start solving problems.
To learn more about how to adopt a problem-centric, trust-based approach to sales, order your complimentary books and consultation below.
Related: How an Inbound Demand Lead System Can Transform Your Business
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.