Where Your Sale Goes To Die

𝗠𝗮𝗻𝘆 𝗺𝗮𝗿𝗸𝗲𝘁𝗶𝗻𝗴 𝗲𝘅𝗽𝗲𝗿𝘁𝘀 𝘄𝗶𝗹𝗹 𝘁𝗲𝗹𝗹 𝘆𝗼𝘂 𝘁𝗵𝗮𝘁 𝗮𝗻 𝗲𝗺𝗮𝗶𝗹 𝘀𝘁𝗿𝗮𝘁𝗲𝗴𝘆 𝗶𝘀 𝗲𝘀𝘀𝗲𝗻𝘁𝗶𝗮𝗹 𝗳𝗼𝗿 𝗱𝗿𝗶𝘃𝗶𝗻𝗴 𝗻𝗲𝘄 𝗰𝗹𝗶𝗲𝗻𝘁 𝗮𝗰𝗾𝘂𝗶𝘀𝗶𝘁𝗶𝗼𝗻. 

The assumption is that new client opportunities reside in your unconverted prospects, and that if you “drip” them over time with email, they’ll re-engage you at some point down the road. 

This idea comes from the pre-internet days of info-marketing, where providing free information was an effective selling technique. 

But times have changed. 

Emails used to be read because information was valued. 

Now emails are ignored and even seen as a nuisance, because free information is everywhere, and it’s no longer trusted. 

Besides, the idea that the sale is something that you build up to over time - as opposed to being a moment of breakthrough that you need to reach with the prospect - is flawed. 

The truth is that unless the prospect agrees to engage you as a client in the initial meeting, then the chances of them engaging you at all are slim to none. 

They’re too busy receiving incoming emails from everyone else trying to reach them.    Don’t be where everyone else is – the inbox is the last place you want to be. 

The emotional breakthrough that the prospect needs to experience with you, is agreeing that their issues are grave and serious enough to justify hiring you to solve them. 

Free information drip-fed via email is simply not enough to build that agreement. 

The advisory sale must be made directly one-on-one with you – not remotely over a series of emails - and the initial meeting is really your only shot to do it. 

I call it the one call sale. 

The one call sale is a skill that any open-minded advisor can learn. 

Once you learn it, you’ll be in a completely different category compared to other advisors who are still using information-based modalities of selling. 

You see, selling has become a lost art. 

We rejected the manipulative street-level sales tactics of the past and adopted a philosophy of educating the prospect instead. 

But this has created a culture of trying to prove your value to your prospects, which ironically, lowers their perception of you as being an authority they should trust. 

This is the state of selling now and why so many advisors are struggling with it. 

With the one call sale approach, you’ll learn to create trust naturally, without manipulation or tactics, and in a way that preserves your authority and leverage as an expert. 

I liken it to how a doctor diagnoses a patient in an empathetic but no-nonsense way, and the patient trusts and complies with the doctor’s recommendations as a matter of course. 

There’s no pressure, but there’s also no long education-based process, conducted remotely post-diagnosis. 

There’s a straight line of sight from initial diagnosis to prescription, to treatment. 

And I think you’d agree, it seems to work well for both the doctor and the patient. 

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