Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
You’ve come to the end of a meeting with a potential client, after an awkward pause, you hear: “I’d like to think about it.”
A wave of frustration and shock rolls over you like stepping into an ice bath, triggered by the fact that you were certain you did everything as you were taught by your mentors and elders (even your partners in your own firm!)
“What exactly is there left to think about?” you say in the back of your mind. Isn’t it blindly obvious to them that you are competent, friendly and can solve their problem?
When you hear that end-of-meeting brush off, you certainly don’t want to challenge them, so you frustratingly comply (with a half-smile) and tell them you’ll be in touch with them (code phrase for: “chasing”).
Deep down, you know once they leave that meeting, your chances of converting them decrease from 100 percent to close to zero percent, and in order to try and recover them, you’re forced to play the “follow up” game – which I’m sure you dread (and it’s below your pay-grade to be doing that at this stage of your career!)
Even if you do follow up with them, you’ll most likely be unsure of where to take the conversation, because you’re still in the dark as to where they stand with you, other than them keeping you guessing. What a dysfunctional process! Isn’t it?
You can deal with a yes or no (the truth), but what you can’t afford is to waste your precious and valuable time chasing “ghosts.”
The key is to understand the meaning behind “I’d like to think about it,” which is a form of resistance caused by a lack of trust.
Somewhere along the way, you didn’t build enough trust for them to feel comfortable telling you the truth. What you need is a completely different approach to go behind their resistance, so they feel comfortable sharing the reality of their situation instead of giving you half-truths.
The next time someone tells you “I’d like to think about it,” remain calm and say this:
No problem at all.” Then pause and lower your voice. “I’m just curious, what do you feel you need to think about that was unclear on my part, that I may have missed or that you’re not comfortable with at this point?
By responding with humility and accepting that it may have been you that missed something, you release the pressure and allow them to freely tell you how they really feel.
Your goal is not to get to the sale, it’s to get to the truth so you can determine if they are prepared to commit to you or not. With this mindset shift, resistance is not a roadblock, it’s an opportunity to build trust and gain a deeper understanding of their thinking.
To learn how to stop selling and build deep trust instead in your first meeting, get your complimentary book and consultation below.
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors 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 “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the 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.
A message from Advisor Perspectives and VettaFi: To learn more about this and other topics, check out our videos.
Read more articles by Ari Galper
Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
