From “To Make a Sale” to “To Advise”

If there's one key takeaway from this article, it's this:

Your mindset shapes your tone.

Your mindset is everything assuming you want to go from a “salesy” untrustworthy tone to a trusted advisors tone. When you do make the switch you’ll see the advisor will get an astronomically higher conversion rate than the “salesy” tone.

A "salesy" tone comes from a mindset focused solely on making a sale. This often sounds scripted and emphasizes getting the prospect to take action rather than understanding their situation.

Do you want to win, or do you want to be transformative?

To change your mindset you’ll have to focus on meditations. Here are some to get you started:

• I am curious about the prospects situation

• I’m skeptical on if the prospect is a good fit for our services

• I’m curious about these 3 things within the prospects business ___, ____, ____. (fill these out for your industry)

• I can transform this prospects work life

An advisor is slow to speak and methodical in the questions they ask. They aren’t looking to book a meeting they are simply looking to see if its worth having a lengthier conversation about the current state of things.

If you are an advisor you’ll cut through the noise.

If you are an advisor your customer will pause at the thoughtfulness of the questions you ask.

If you are an advisor you’ll have more to offer your customer than just the services of your company.

Try hopping into Suade’s role playing AI and configure a persona who needs their prospect to be an advisor not a person trying to make a sale.

In Conclusion

Try your best to maintain the stature of an advisor, and slow the sale to make sure your prospect is ready!

Happy calling!