Stop Pitching and Start Coaching for an Exceptional Client Experience

Stop “pitching” your prospects?

People are done being sold to, their guards are up and they are on the defensive. What they want is a genuine connection and an advisor they trust.

Yet, I see way too many advisors wasting an opportunity for a conversation with fancy pitch decks, their bios, their successful projects/deals and their special process /product that gets the result they think their prospect wants.

In other words…. me, me, me.

I made these mistakes too... until I found a better way.

What if you took a coach approach to sales?

You listened deeply to your prospect talk about their problems, needs, wants, and desires then you ask curious follow-up questions.

You show genuine empathy for their challenges and appreciation for their successes.

Make it about them, they should be doing most of the talking and you should be listening actively.

Only then can you tell them how you can help them solve their biggest challenge.

Here is the hard part, if you aren’t the best person to help them, support them in getting the best resource to solve their problem.

They might not become a client today but they will be a loyal advocate for you and your brand, which will pay off in the long run.

We all want to be seen, heard and understood. This includes prospects.

Which do you think builds trust faster and creates an exceptional client experience?

Oh and watch what it does to your close rate…