How to Become Problem-Centric in Your Approach - Stump The Guru

04/18/24 • 23 min

Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions.

But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale.

How do you reconcile this paradox?

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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form.
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Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions.

But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale.

How do you reconcile this paradox?

In this month’s Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?”

· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust instead

Previous Episode

Does Being Too Friendly Come With Downsides? - Stump The Guru

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?”

· 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

Next Episode

Is The Hard Sell Obsolete? - Stump The Guru

As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”.

But when your prospects don’t give you enough information in your initial conversation, you begin educating them and fall into “free consulting” mode.

You’re a fiduciary, you have their best interest at heart, but they keep you at bay shopping around, seeing other advisors.

In this month’s Stump The Guru show, I spoke about “Is The Hard Sell Obsolete?”

· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust instead