Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client.
If you eavesdropped inside a typical initial conversation
between an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges.
The problem with rapport-building on its own is that your prospects can sense you may have a hidden agenda behind it.
In this month’s Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?”
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust instead
This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.
Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach