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You’re at the end of your initial conversation with a new prospect, and it feels like they’re going to move forward with you to the next step.
Then, suddenly you hear: “I need to talk to my spouse (or partner) first”.
You did everything by the book... you asked them questions about their situation, you qualified their level of assets, and it’s clear that they need help.
Shouldn’t that be enough for them to agree to work with you?
You’d think so, yet why are they hesitating to give you a “yes” or a “no”?
The underlying issue is you’re battling their subconscious fear displayed through indecisiveness.
Even though they recognize they have a problem, and they know you’re qualified to solve it, deep down they’re afraid to move forward on their own.
If things don’t work out, they’ll feel like it’s their fault for making the wrong decision.
When your prospect realized they had to decide, they pulled back and said they want to speak with someone else first.
Next time you hear “I need to speak to my partner first,” here’s what you can say (in a calm, nurturing, and lowered tone of voice):
That’s not a problem (pause)... I’m just curious, what questions or concerns do you think your wife/husband/partner might have about what we’ve discussed today?”
The above phrase is a respectful way to uncover the truth of any resistance that they may be holding back from sharing with you.
This gives you the opportunity to re-open the conversation and address any concerns they have yet to disclose.
By better understanding the psychology of your potential client, when they realize they need to make a decision, you’ll be more equipped to get to the bottom of their resistance – building a deeper connection.
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after sales conversion expert for Financial Advisors. His newest book, “Unlock The Sales Game” has become an instant best-seller among Financial Advisers worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary client growth consultation with Ari or one of his trust-based consultants. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Australian Financial Review. He is considered a contrarian in the Financial Services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.
Read more articles by Ari Galper
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
