Summary: <br> Ari tells us what the difference is between being a trusted advisor (post-sale) and a trusted authority (pre-sale).<br> <br> <br> <br> Checkout Unlock The Sales Game - <a href="https://unlockthegame.com/">https://unlockthegame.com/</a><br> <br> <br> <br> <br> https://www.youtube.com/watch?v=M2wQN92kX1I<br> <br> <br> <br> <br> Transcription<br> <br> <br> <br> Brian: There's a difference between being a trusted adviser and trusted authority.<br> <br> <br> <br> Can you touch on that a little bit?<br> <br> <br> <br> Ari: Sure.<br> <br> <br> <br> So the whole notion of trust advisor been along around for a long time and most people will classify themselves as a trusted adviser, not as salesperson.<br> <br> <br> <br> They are the trusted advisor.<br> <br> <br> <br> Oh yeah, I'm just like, you're a trusted advisor to those clients who already know you.<br> <br> <br> <br> Sure, post sale.<br> <br> <br> <br> But you're not a trusted advisor, someone who doesn't know you, pre-sale.<br> <br> <br> <br> That's a different way of thinking.<br> <br> <br> <br> We have to become what I call a trusted authority, which we teach to professionals how to do consultants and advisors. That's a different way of thinking.<br> <br> <br> <br> You have to be positioned yourself as an authority, you have to use a trust based process to engage them and enroll them because they don't really get to know you until after the sale.<br> <br> <br> <br> And what I teach my clients to do is…this may sound crazy right now and it's a bit of a bomb, but we teach our clients to stop building relationships pre-sale.<br> <br> <br> <br> That's the worst thing you can do.<br> <br> <br> <br> Because relationships and trust building can now become mutually exclusive.<br> <br> <br> <br> You can build trust with someone in a deep way. Without doing the whole fake rapport thing.<br> <br> <br> <br> Oh, hi, how's it going?<br> <br> <br> <br> How's the weather?<br> <br> <br> <br> It's, oh, that's great, where are you from really.<br> <br> <br> <br> All that is 1980s fake rapport that we're taught to do. And you know, what the other person knows is not real anyways, they don't want to become your friend.<br> <br> <br> <br> But here we are trying to like get to know them better have a cup of coffee, go golfing, go network, and then hopefully one day, if they like us enough, well, then they'll buy from us.<br> <br> <br> <br> Well, if you want to wait a long time for that, then feel free. But I'll tell you right now, that's just a game everyone knows.<br> <br> <br> <br> And we have a process and a system here we're talking about the removes all that BS relationship building, which is fake anyways, save the real stuff when they're a client of yours.<br> <br> <br> <br> But instead, focus strictly only on trust building.<br> <br> <br> <br> For full conversations, go to BJPchats.com.<br>
