Guest: Unlock your potential with Ari Galper, the World’s #1 Authority on Trust-Based Selling and the Creator of Unlock the Game®, a new sales mindset and approach that overturns the notion of selling as we know it today. With a master’s degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari discovered the missing link that people who sell have been seeking for years.
His profound discovery of shifting one’s mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world’s leading authority on how to build trust in the world of selling.
Ari’s deep understanding of human communication and how it can be maximized in the sales process has led him to discover the solution to the most dreaded selling experience of all: personal rejection.
He has completely redefined how to connect with people over the phone. In his corporate training sessions, Ari demonstrates his mindset by calling new prospects in front of live audiences.
Episode in a Tweet: Trust is the most important currency in the new economy. Listen to learn how to reinvent and anchor your sales approach in the timeless values of integrity and trust through trust-based selling.
Quick Background: If you are tired of chasing the sale, playing the “numbers game” and stressing out about why sales aren’t flowing into your business, this episode is for you!
In this week’s episode of Reflect Forward, Ari Galper and I talk about how he developed his trust-based selling model (hint: it has to do with rejection and a customer ghosting him). Ari shares the three myths of selling: that sales is a numbers game, that the sale is lost at the end of the process, and that rejection is part of the sales process. I share a recent story of being pitched to and we break down why it failed.
Ari offers up his selling principles that turn these myths upside down which include using trust language such as asking for feedback, defusing pressure out of the conversation, and creating dialogue where a client feels safe enough to tell you the truth. Ari shares why you need to drop your elevator pitch and instead ask questions about your customers’ problems.
In his book Unlock the Sales Game, you’ll learn:
- No More Selling Scripts? Five Ways to Be Yourself Again
- How to Use E-Mail “Sales Calls” Without Falling into the SPAM Trap!
- Sales Therapy 101: Breaking Your Fear of Selling
- Seven Ways to Sell and Retain Your Integrity
- Seven Pitfalls of Using Email to Sell
- Seven Ways to Get to the Truth: When the Sale “Disappears”
- And more!
How to find Ari:
Be sure to check out my new In the Media page where you can have easy access to articles, podcasts and videos that I’ve created of been featured in!
Or check out my new YouTube Channel where you can watch full-length episodes of Advice From a CEO!