The Desert of Arizona
Cloudy 25 Degrees
The main thing to remember is that advisors don’t push. Salespeople push. Pick who you want to be: an advisor or a salesperson.
Let’s select the “Advisor” track, because the other track is littered with dead, overworked, under paid, little respected debris.
So as the Advisor, this means you’re not breathing down anyone’s neck saying, “Buy or die…” But that does not mean you can’t engineer an environment where a sale (or at least a decision) is expected.
I’ll use my own example from the Incomparable Expert Field Report. As you probably know, I’m not running “red light specials” for that or anything. The people that want it, get it. That said, something happens when you request a complimentary issue from one of the buttons on that page.
That request starts a process. You make the request and I design the steps that come next. I engineer a situation from that point forward that expects a certain type of decision at a certain time for a certain reason.
This has a completely different feeling than in-your-face SELLING.
So the gist is you design these processes into your business. It is the actions of the prospect that initiate the processes. That is the REASON WHY (which is extremely important in selling) everything else happens.
The bottom line is that it never feels like you’re forcing ANYTHING on them. You aren’t. But based on their actions, other things happen. Opportunities are presented. Decisions are expected.
Think about how you can use this approach with YOUR prospects and clients.
If you always get a little uncomfortable as you’re “turning the corner” with a prospect towards a sale, that’s a clue you need to do some thinking about this.