Stop Using Persuasion to Make the Sale!

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For most advisors, using persuasion to get prospects to see things their way is a deeply held belief. It was taught by the old guard “sales gurus” for many years.

This notion subconsciously puts pressure on you to seek any opportunity you can, to jump in and guide prospects down the path of your solution. Essentially, the entire sales process is one giant build-up to the moment where you ask them to take the next step to becoming your client. The misconception is that when they resist your offer it’s because you haven’t done a good enough job persuading them.

The reality is, it isn’t your solution they’re resisting. It’s your attempt to move them forward before they’re ready that creates their resistance to working with you.

When you attempt to move them forward before they trust you, you trigger their fight or flight response, causing you to chase them after the first meeting.

No matter how subtle your persuasion may be, they can sense that you’re trying to take the conversation to a place where it’s no longer about them – but about you making the sale.

Stop attempting to persuade. Instead, focus only on building trust.

Trust-building and persuasion are completely opposite concepts.

To build trust, you need to let go of viewing yourself as an advisor, and instead, seeing yourself as a “doctor.” Doctors don’t persuade. Instead, they focus their entire approach around their patient’s problems – before speaking a word about their solution and treatment. They are trusted authorities because they stay inside their patient’s world, until the patient willingly and voluntarily asks for help.

When you adopt this mindset shift, you won’t feel pressure to persuade prospects to get to a “yes.” Rather, they’ll naturally prompt you for a next step once they trust you.

To learn more about this innovative approach and how you can become a trusted authority, order 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.


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