All Episodes

June 17, 2022 36 min

Building a relationship is about building rapport… which is often ineffective for solving problems. In fact, how many times does being friendly and agreeable get in the way of telling someone what they need to hear?
Building trust with your potential client is about what I call “going down the iceberg.”

Going down the iceberg as an advisor means helping your potential client understand the gravity of their situation and the implications of not addressing it.

It’s an iceberg because the implications are often much larger than they realize. If you concentrate on building trust by going down this iceberg with your potential clients, instead of educating them on your solutions, you’ll be surprised at how many new clients jump on board with you and even pay you a planning fee, simply because your approach was so different from every other advisor they’ve encountered.

In this episode of Stump The Guru show, I'll be talking about Going down the iceberg vs. Going towards the sale.  I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

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  Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to:  www.UnlockTheGame.com/Podcast and let us know!

Mark as Played

Advertise With Us

Popular Podcasts

Crime Junkie
Bone Valley

Bone Valley

Bone Valley is a 9-episode true crime podcast. New episodes are available for free every Wednesday. In 1987, 18-year-old Michelle Schofield was found dead in a phosphate pit in Florida. Two years later, her husband Leo was convicted and sentenced to life in prison. Fifteen years later, previously unidentified fingerprints matched Jeremy Scott--a violent teenager who lived nearby. Jeremy has since confessed to Michelle’s murder. Yet Leo Schofield remains behind bars. In this groundbreaking podcast, Bone Valley host Gilbert King uncovers startling new evidence that Jeremy is responsible for a string of murders. King is the author of the Pulitzer Prize-winning book, Devil in the Grove, which led to the exonerations of four innocent men. Bone Valley is a production of Lava for Good Podcasts in association with Signal Co. No1.

All There Is with Anderson Cooper

All There Is with Anderson Cooper

Anderson Cooper takes us on a deeply personal exploration of loss and grief. He starts recording while packing up the apartment of his late mother Gloria Vanderbilt. Going through her journals and keepsakes, as well as things left behind by his father and brother, Cooper begins a series of emotional and moving conversations about the people we lose, the things they leave behind, and how to live on - with loss, with laughter, and with love.

For You

    Music, radio and podcasts, all free. Listen online or download the iHeart App.

    Connect

    © 2022 iHeartMedia, Inc.