Ari Galper - Trust-Based Selling
Episode 345, Feb 01, 2022, 10:00 PM
Ari Galper
Sales Trainer and sales coach - World's #1 Authority on Trust-Based Selling
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Ari began his sales career at 18, when he went door-to-door selling mobile phones to businesses.
He quickly discovered he had a knack for selling when he became the youngest and most successful salesperson out of the 20 other salespeople in his region.
Ari worked in high-level sales training positions for large US corporations, including UPS and Qualcomm.
He then went out on his own and created an entirely new sales mindset and methodology, called Unlock The Game®.
Unlock The Game is a no-pressure sales approach that refocuses the sales process away from closing a sale and toward building genuine trust with prospects. By focusing on trust and not trying to ‘close’ a prospect, the truth of whether there is a sale or not uncovers itself quickly.
Check out Ari’s books at Unlock The Game.
Thousands of salespeople around the world have adopted Ari’s Unlock The Game program and are generating significantly better results.
Ari has also created Stump The Guru which uses live chat to help online businesses increase their sales by applying his no-pressure trust-building approach.
Ari is very happy having made Australia his new home and now lives in Sydney with his wife, Michelle, and their two sons, Toby and Nathan.
Episode timestamps
0:25 - Ari Galper introduction
2:44 - Interview starts
3:18 - What is ‘Selling’ and What is trust based selling?
4:46 - At what point did you discover Trust Based Selling?
12:56 - Tell us the core principles in ‘Trust Based Selling’?
15:32 - How do you deal with the “I’ll think about it” question when it comes up with a potential customer?
16:15 - What other principles underpin ‘Trust Based Selling’?
19:55 - Typically with a new sales lead, they only give you the tip of the iceberg, they don’t go below the water line because they don’t trust you yet … take the time to ‘understand’. Your job is to go down the iceberg.
22:15 - What is the first step in gradually ‘going down the iceberg’ with someone?
25:04 - How do you know when to go deeper? Is there a process?
26:35 - When you take the pressure off the sale, and a person acknowledges that they’d like to think about it … what do you do next?
27:20 - In a one-step sale, what is the relationship between sales and marketing?
29:06 - Trust versus credibility - what’s the relationship?
30:40 - When it comes to selling … What are some of the more harmful views and myths?
33:53 - Rejection is not part of the game of selling.
34:34 - The problem with free consulting.
36:45 - The reality is, they really don’t care about your solution, they are only interested in whether they can trust you.
38:11 - Some Ari Galper words of wisdom.
39:59 - Buy Ari’s books - Unlock The Game
Quotes from this episode with Ari Galper
“Trust Based Selling is where you let go of the goal of the sale”
“I asked myself this question … Why were they afraid to tell me the truth?”
“When you let go of your goal to win the sale and you focus 100% on trust with them, you double all your sales!”
“When you ask “Where do you think we should go from here” that gives them permission to tell you the truth”
“Peel the onion back and unpack their issues”
“In many cases they may tell you what they ‘want’ … but not what they ‘need’”
“If it’s not a priority to solve NOW … disengage”
“Credibility has become commoditised … no longer is it a differentiator”
“We need to clean up and defrag the mental hard drive”
“ Never again use the phrase ‘Follow-Up’”
“They have to feel that you actually care about them … and they don’t feel that way when you are in sales mode”