Podcasts about trust based selling

A sales roadmap is often presented as a step-by-step guide to closing deals. But here's the thing: If your roadmap is focused only on the destination—making the sale—you might be missing something crucial along the way. The journey is about creating trust with your prospects at every step, not just rushing to the finish line. In this month's Stump The Guru show, I talked about “Do You Have A "Sales Roadmap"?. I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form: · Stop "chasing" ghosts (leads that never call you back!)· Make the sale in ONE conversation, without pressure· Stop selling, create deep trust instead 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f 

Objections are a common part of the sales process, but here's a thought: What if trying to “overcome” them is actually working against you? When we push against objections, we're not connecting with the true concerns of our prospects. Instead of seeing objections as hurdles to overcome, let's see them as opportunities to listen and understand.  In this month's Stump The Guru show, I talked about "Should You Be Overcoming Objections?". I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form: · Stop "chasing" ghosts (leads that never call you back!)· Make the sale in ONE conversation, without pressure· Stop selling, create deep trust instead 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f 

In a world where trust is at an all-time low, sales expert Ari Galper reveals how businesses can overcome the Trust Recession by shifting from outdated sales tactics to a revolutionary trust-building approach that closes deals in just one conversation. In this episode of Sharkpreneur, Seth Greene speaks with Ari Galper, the World's #1 Authority on Trust-Based Selling & Founder of Unlock The Sales Game®.  In this insightful interview, sales expert Ari Galper introduces the concept of the Trust Recession and explains why traditional sales tactics are failing in today's skeptical marketplace. He reveals his groundbreaking One-Call Sale method, showing how shifting from persuasion to trust-building can dramatically shorten sales cycles and increase conversions. Key Takeaways: → Why buyers are more skeptical and cautious than ever before. → How businesses must shift from selling to trust-building. → Why the one-call sale method can dramatically shorten sales cycles. → Why businesses should be asking trust-based questions instead of fact-finding questions. → How a buyer's decision is emotional, not intellectual. Ari Galper is the world's #1 authority on trust-based selling and the founder of Unlock The Sales Game®. Ari has revolutionized the sales world with his innovative “One Call Sale” system, helping businesses shift from a “selling” mindset to a “doctor” mindset so they can create deep trust in every conversation. He's the author of seven best-selling books, including Trust In A Split Second!, and his work has been featured in Forbes, CEO Magazine, and other prestigious Publications. Get ready to learn how to thrive in the “Trust Recession”! Connect With Ari: Ari Galper Facebook LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

In a world where trust is at an all-time low, sales expert Ari Galper reveals how businesses can overcome the Trust Recession by shifting from outdated sales tactics to a revolutionary trust-building approach that closes deals in just one conversation. In this episode of the Registered Investment Advisor Podcast, Seth Greene speaks with Ari Galper, the World's #1 Authority on Trust-Based Selling & Founder of Unlock The Sales Game®.  In this insightful interview, sales expert Ari Galper introduces the concept of the Trust Recession and explains why traditional sales tactics are failing in today's skeptical marketplace. He reveals his groundbreaking One-Call Sale method, showing how shifting from persuasion to trust-building can dramatically shorten sales cycles and increase conversions. Key Takeaways: → Why buyers are more skeptical and cautious than ever before. → How businesses must shift from selling to trust-building. → Why the one-call sale method can dramatically shorten sales cycles. → Why businesses should be asking trust-based questions instead of fact-finding questions. → How a buyer's decision is emotional, not intellectual. Ari Galper is the world's #1 authority on trust-based selling and the founder of Unlock The Sales Game®. Ari has revolutionized the sales world with his innovative “One Call Sale” system, helping businesses shift from a “selling” mindset to a “doctor” mindset so they can create deep trust in every conversation. He's the author of seven best-selling books, including Trust In A Split Second!, and his work has been featured in Forbes, CEO Magazine, and other prestigious Publications. Get ready to learn how to thrive in the “Trust Recession”! Connect With Ari: Ari Galper Facebook LinkedIn Learn more about your ad choices. Visit megaphone.fm/adchoices

We often assume that more information is what our prospects need. But what if that's not the case?  In reality, giving too much information too soon can overwhelm them and drive them away. What they really want is clarity, confidence, and trust in you—not a firehose of facts.  In this month's Stump The Guru show, I talked about “Is Information Really What Your Prospects Want From You?”. I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form: · Stop "chasing" ghosts (leads that never call you back!)· Make the sale in ONE conversation, without pressure· Stop selling, create deep trust instead 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f 

Welcome back to "Accelerate Your Business Growth." I'm your host, Diane Helbig, and today we have a phenomenal guest joining us—Ari Galper, a renowned authority on trust-based selling. If you're tired of traditional sales tactics that feel forced and counterproductive, you're in the right place. In this episode, Ari compares the sales process to a therapist-patient relationship, emphasizing the importance of prospects "owning" their problems for effective solutions. We dive into his innovative "trust-based languaging" approach, designed to foster integrity and understanding rather than just securing a yes. Ari introduces us to terms like "hopium," describing unrealistic optimism in sales, and explains why we need to eliminate phrases like "follow-up," shifting instead to requests for feedback to foster genuine dialogue. We also explore his transformative model called "Unlock The Game,"j which minimizes the pain of rejection by focusing on trust and integrity instead of high-pressure tactics. We touch on common sales myths, discuss how to diffuse objections rather than create resistance, and understand why authenticity is key in every interaction. Whether you're uncomfortable with traditional sales methods or seeking to become a high-performing salesperson, this episode offers invaluable insights. So, sit back and get ready to learn how to sell with trust and integrity. If you are a small business owner or salesperson who struggles with getting the sales results you are looking for, get your copy of Succeed Without Selling today. Learn the importance of Always Be Curious. Accelerate Your Business Growth is proud to be included on the list of the 45 Best Business Growth Podcasts. Each episode of this podcast provides insights and education around topics that are important to you as a business owner or leader. The content comes from people who are experts in their fields and who are interested in helping you be more successful. Whether it's sales challenges, leadership issues, hiring and talent struggles, marketing, seo, branding, time management, customer service, communication, podcasting, social media, cashflow, or publishing, the best and the brightest join the host, Diane Helbig, for a casual conversation. Discover programs, webinars, services, books, and other podcasts you can tap into for fresh ideas. Be sure to subscribe so you never miss an episode and visit Helbig Enterprises to explore the many ways Diane can help you improve your business outcomes and results. Learn more about your ad choices. Visit megaphone.fm/adchoices

When you're challenged by a prospect, your first instinct might be to defend yourself. But what if that's not the best response?  Defending yourself can create a barrier between you and the prospect, making it harder to build trust. Instead of pushing back, what if you leaned in with curiosity and understanding?  In this month's Stump The Guru show, I talked about “Are You Defending Yourself When Challenged?”. I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f

As a highly competent advisor with years of experience, it's easy to assume that your accrued expertise is all you need to successfully acquire new clients at a steady pace.You have a respectable book of business that you've built over the years delivering dependable advice and tremendous value.Clients are happy and your business is relatively stable.With all of that, it's easy to assume new potential clients would instantly recognize and appreciate your expertise and decide to hire you.In this month's Stump The Guru show, I talked about “Are You A Trusted Advisor Or A Trusted Authority?”.I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f

Jack Martin speaks with Ari Galper, a renowned authority in trust-based selling. Ari shares his "One Call Sale." The post Trust-Based Selling as an Advisor in a Commoditized Market with Ari Galper (Ep. 77) first appeared on Simplicity InsurMark.

For a long time, referrals were the “I've made it, I'm good at what I do, I don't need to market myself,” safe zone for many advisors.As referrals started coming in, there was a sense of relief that you could keep your foot on the brake and not have to worry about stepping on the marketing pedal to accelerate your practice.But waiting for your phone to ring for a referral is no longer the safe zone as it once was, unless you are happy depending on an unpredictable and passive model to grow your business.In this month's Stump The Guru show, I talked about “Why Relying On Referrals Is A Liability?”.I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f

What could be worse than having a qualified prospect who you can help, slip through your fingers and vanish?You did everything right in the initial conversation.You were friendly, gave them great information, and you didn't pressure them to move forward.But at the end they say:“Thank you so much for your time. Let me think about it, and if I'm interested, I'll get back to you”.In this month's Stump The Guru show, I talked about “Are Prospects Slipping Through Your Fingers?”.I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!)· Make the sale in ONE conversation, without pressure· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f

What could be worse than having a qualified prospect who you can help, slip through your fingers and vanish?You did everything right in the initial conversation.You were friendly, gave them great information, and you didn't pressure them to move forward.But at the end they say:“Thank you so much for your time. Let me think about it, and if I'm interested, I'll get back to you”.In this month's Stump The Guru show, I talked about “Are Prospects Slipping Through Your Fingers?”.I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!)· Make the sale in ONE conversation, without pressure· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f 

Our instinct to gaining a new paying client during the sales conversation, subconsciously directs our thinking to keeping the sales conversation constantly moving forward -- so we don't lose momentum, ending in losing the potential client.So, when an initial sales conversation with a prospect runs out of steam, and feels like it should reach some kind of conclusion, we often fill that awkward moment with: “Do you have any other questions I can answer for you?”.That prompts them to respond along these lines of: “No, I think that pretty much covers it... thank you for your time”.At that point, you might feel a sense of relief that you avoided an awkward moment that would've left the conversation on a cliff hanger.In this month's Stump The Guru show, I talked about “How to End the Sales Conversation, Without Ending The Sale”I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form. Fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f 

Being an expert often comes with what I call “the curse of mastery” – when someone tells you about their problem, you immediately begin trying to solve it – because you can.The curse of mastery also comes with this belief: solving problems for your prospects up front, is how you prove your value by showing them you know your stuff.But the truth is, trying to solve their problems by providing information and insights in your initial sales conversation, could be the one thing that stops them from deciding to work with you.In this month's Stump The Guru show, I talked about “Do You Have "The Curse of The Mastery"?”.I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form. Fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f 

How many times have you had an initial consultation with a new qualified prospect, where no matter how well you explained your process, they just wouldn't take the next step with you?For most advisors, it's far too many.Somewhere in the conversation the momentum is lost, they don't return your calls, don't respond to your emails, and you never figure out the root cause of why they decided to “ghost” you.In this month's Stump The Guru show, I talked about Why Your Prospects Won't Take the Next Step. I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions,  fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f

The growth of your business hinges on your ability to build and establish trust with prospective clients. In this episode, Kerry Johnson, “America's Business Psychologist” reveals psychological insights on how to master the art of trust-based selling. You'll Learn: Signs that a prospect is interested (or not!) The anatomy of an elevator speech that actually … Read More Read More

The growth of your business hinges on your ability to build and establish trust with prospective clients. In this episode, Kerry Johnson, "America's Business Psychologist" reveals psychological insights on how to master the art of trust-based selling. You'll Learn: Signs that a prospect is interested (or not!) The anatomy of an elevator speech that actually works Why prospects forget 90% of what you say within 3 days Why it's crucial to "calibrate" at the beginning of every interaction with a client How to conduct a "trust check" to know if you can move the conversation forward   The featured partner for this episode is Knudge, an automated system to help clients actually follow through on their tasks and reach their financial goals. *For more resources discussed in this episode --> Go Here. *Follow Brendan for insights on mastering the human side of advice: Twitter LinkedIn

A funny thing happens when you have an initial conversation with a potential client. When they start sharing their challenges with you, you probably can't help yourself but to do what I call “free consulting”.Free consulting is when you provide information and education to prove you know your stuff.It assumes they're making their decision to hire you based on your competence – proven by the information and education you provide to them.I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form. fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f

As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”.But when your prospects don't give you enough information in your initial conversation, you begin educating them and fall into “free consulting” mode.You're a fiduciary, you have their best interest at heart, but they keep you at bay shopping around, seeing other advisors.In this month's Stump The Guru show, I spoke about “Is The Hard Sell Obsolete?”I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form. fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f

Your prospect won't allow you into their world unless they perceive you as being selfless in your intentions.But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale.How do you reconcile this paradox?In this month's Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?”I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form. fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f

Dave Kurlan, an esteemed speaker, best-selling author, and seasoned entrepreneur boasting over three decades of sales development expertise, gained induction into the Sales & Marketing Hall of Fame in 2012. He founded Objective Management Group, Inc., a leader in sales candidate assessments, and Kurlan & Associates, Inc., an acclaimed international consulting firm specializing in sales force development, recognized as a three-time Inc. 5000 honoree. His influential book, "Baseline Selling," reached #3 on Amazon.com and remains relevant even years after its publication, alongside his contributions to collaborative works and his own publication, "Mindless Selling." Renowned for his captivating presentations at prestigious events like Inc. Magazine's Conference and Gazelles Sales & Marketing Summit, Kurlan's expertise is frequently showcased in various media platforms. He introduced STAR, a groundbreaking recruiting method for exceptional sales talent, and curates the award-winning blog, "Understanding the Sales Force."SHOW SUMMARYIn this episode of Selling From The Heart, Larry Levine and Darrell Amy dive deep into the concept of trust-based selling with special guest Dave Kurlan. They explore the importance of slowing down and being deliberate in the sales process, especially during the crucial stage between suspect and prospect. Using baseball analogies, they illustrate how rushing through this phase can erode trust and hinder sales success. Instead, they emphasize the significance of asking questions, listening attentively, and building a strong case for why prospects should buy. By adopting these strategies, sales professionals can establish genuine connections, differentiate themselves, and ultimately drive better results.KEY TAKEAWAYSSlowing down and being deliberate in the sales process builds trust and accelerates deals in the long run.Asking questions, listening attentively, and seeking clarity are essential steps in establishing rapport and understanding customer needs.Rushing to present or pitch products/services can create resistance and erode trust, hindering sales success.Building a strong case for why prospects should buy, based on their unique needs and challenges, increases the likelihood of closing deals.Using analogies, such as the baseball diamond, can help visualize and reinforce key concepts in sales strategy and execution.QUOTES"The better you do taking your time between 1st and 2nd base, the faster you can run from 2nd base to home plate.""Salespeople have a reluctance to slowly and patiently listen and ask questions. They prefer to start with a demo or a presentation, and they don't get that the very fact that they want to pitch something creates distrust.""If you want to lead your sales team in runs batted in and be known as the heavy hitter, walk from first base to second base. Watch what starts to happen."Learn more about Dave Kurlan: LinkedIn: https://www.linkedin.com/in/davekurlan/Learn more about Darrell and Larry: Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/Website: https://www.sellingfromtheheart.net/Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation HERE!Please visit BarnesandNobles to order your copy of the rerelease of the Selling from the Heart book. SUBSCRIBE to our YOUTUBE CHANNEL! https://www.youtube.com/c/sellingfromtheheartPlease visit WHY INSTITUTE:https://whyinstitute.com/Please go to WORK BETTER NOW:https://www.workbetternow.com/Click for your Daily Dose of Inspiration:https://www.sellingfromtheheart.net/dailyGet your Insiders Group FREE PASS here:https://www.sellingfromtheheart.net/free-pass

Many advisors have been conditioned to believe that their prospects must like them first before they're willing to become a paying client.If you eavesdropped inside a typical initial conversationbetween an advisor and their prospect, you'd probably hear a lot of chit-chat about trivial things, that may not relate to their challenges.The problem with rapport-building on its own is that your prospects can sense you may have a hidden agenda behind it.In this month's Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?”I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust instead 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach

When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it's easy to let your guard down and adjust your fees downward (or add more pre-sale “meetings” to your sales process), out of fear you might lose a new client opportunity.But if you allow yourself to become commoditized in this way, you open yourself up to being “shopped” against other advisors.In this month's Stump The Guru show, I spoke about “How To Know If You're Being Shopped?”I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:· Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadThis 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach 

His new book “Unlock The Sales Game” has become an instant best-seller among business owners and entrepreneurs across the globe.Ari Galper is the world's number-one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews, and the Australian Financial Review.As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing process with endless “chasing”, has been completely re-invented and anchored in the timeless values of integrity and trust – through Trust-Based Selling.In his best-selling book, “Unlock The Sales Game”, Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable.Ari Galper has been on a mission for the last decade to change the world through trust, starting with the sales and business world.Learn more:http://www.unlockthegame.com/Influential Entrepreneurs with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-ari-galper-the-worlds-1-authority-on-trust-based-selling

His new book “Unlock The Sales Game” has become an instant best-seller among business owners and entrepreneurs across the globe.Ari Galper is the world's number-one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews, and the Australian Financial Review.As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing process with endless “chasing”, has been completely re-invented and anchored in the timeless values of integrity and trust – through Trust-Based Selling.In his best-selling book, “Unlock The Sales Game”, Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable.Ari Galper has been on a mission for the last decade to change the world through trust, starting with the sales and business world.Learn more:http://www.unlockthegame.com/Influential Entrepreneurs with Mike Saundershttps://businessinnovatorsradio.com/influential-entrepreneurs-with-mike-saunders/Source: https://businessinnovatorsradio.com/interview-with-ari-galper-the-worlds-1-authority-on-trust-based-selling

The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you?You've done everything “by the book”. You've built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they're gone.In this episode of Stump The Guru Podcast, I spoke about How Can You Recover Lost Prospective Clients.  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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach

Are you overcompensating by going heavy on relationship-building in your sales process?Building deep trust with your prospects in your sales process does not require you to build a relationship with them.That's a BOMB in the entire traditional selling industry.If you have a very clear process on how to create trust in your sales process, based on their deep issues, then you don't have to spend your energy getting them to like you and become their friend first.Real relationships happen AFTER the sale, not before.In this episode of Stump The Guru Podcast, I spoke about Why You Should Stop Building Relationships With Your Prospects. 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru

 Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution. Traditional selling methodology suggests a sale is lost at the end of the process. That you didn't nail your close, or you mishandled an objection. I beg to differ; I believe that in the new economy the sale is not lost at the end of the process but rather at the beginning. At “Hello”. And after hello, beginning the conversation acknowledging the problems your prospect is having, peeling back the layers on those problems, and showing empathy for the situation will allow you to begin to talk about the ROI for solving the problem and the impact that NOT solving the problem might have on the business.  In this episode of Stump The Guru Podcast, I spoke about why the sale is lost at the beginning, and not at the end. 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru

You're coming to the end of an initial conversation with a potential new client, and everything seems to be going well.You've invested time with them to understand their issues and provided information and education to address their needs.But as the conversation naturally closes, there's an awkward moment, an empty space, where you and your prospect don't know what to say next.They haven't indicated they want to move forward, and you're careful not to put pressure on them to make a decision. But at the same time, you don't want to leave things hanging in limbo.In this episode of Stump The Guru Podcast, I spoke aboutHow To Avoid Falling Into The Black Hole Of Chasing Prospects. 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!

Are you tired of chasing prospects who seem interested in what you're offering, only to end up going silent or ghosting you altogether? It's a frustrating experience that can leave you feeling burnt out and disheartened.But here's the thing: what if I told you that some prospects may be giving you a "smoke screen" – a misleading impression that they're interested when, in fact, they're not?In selling, it's crucial to be able to recognize these smoke screens and avoid wasting your time and effort on unproductive pursuits.In this episode of Stump The Guru Podcast, I spoke about Learning How To Recognize A “Smoke Screen” From Your Prospect. 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!

The life blood of your business is your ability to bring in new clients, consistently.Why is it that so many new client opportunities end up disappearing?You've done everything “by the book.” You've built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they're gone.Why does this keep happening if you honestly could have helped them?In this episode of Stump The Guru Podcast, I spoke aboutHow To Reengage A “Lost” 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach 

What could be worse than having a qualified prospect slip through your fingers and vanish?You did everything right in the initial conversation.You were friendly, gave them great information, and you didn't pressure them to move forward.But at the end they said:Thank you so much for your time. Let me think about it, and if I'm interested, I'll get back to you.Do you let them go, or do you chase them and hope they'll have a revelation that you're the one for them?It's a dilemma, because you know you can help them, but you don't want to be perceived as chasing them.In this episode of Stump The Guru Podcast, I spoke about How To Prevent Your Prospects From Ghosting You- Stump The Guru.  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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach 

In this episode of "Coaches to the Moon" podcast, host Alex Morris interviews Sam Tornatore, a business consultant, speaker, and expert in sales and neuro change. They discuss fear, limiting beliefs, and the things that hold people back in business and life. Sam shares insights on productivity, procrastination, and the importance of trust-based selling. He explains how he became involved with Ari Gulper, a trust-based sales expert, and the transformation it brought to his own sales approach. They also touch on topics like snakes, sharks, and the need for more trust in the world. Timestamps Chapters: 00:00: Introduction and Fear Exploration 05:32: Limiting Beliefs and Tangible Fears 10:15: Sam Tornatore's Background and Expertise 15:40: Trust-Based Selling and Working with Ari Gulper 19:55: The Evolution of Sales Strategies 23:10: Importance of Collaboration and Authenticity 26:42: Managing Expectations in Client Relationships 31:18: Sam's Previous Experience in Personal Development Sales 36:50: Helping People Beat Procrastination 41:25: Doing More with Less: Productivity 47:02: Everyone Has 24 Hours 51:20: Balancing Hustle and Rest 55:15: Being Selective and Focusing on High-Yield Tasks

It's commonly accepted in the sales world that chasing prospects is an essential part of the game. However, this approach is rooted in a macho sales image that suggests that giving up on a prospect is equivalent to admitting defeat and failure.But let me tell you, that's far from the truth.The real objective should be getting to the truth if you are a fit or not, not simply making the sale. To truly succeed in sales, you need to have a complete understanding of where your prospects stand. Without this knowledge, you run the risk of being led on by partial information, which could make you believe they're interested in purchasing, even if they're not the right fit for you.In this episode of Stump The Guru Podcast, I spoke about How To Get To The Truth Of Whether You Are A Fit Or Not? - Stump The Guru.  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!

You've probably heard this over and over: “If you hear an objection, immediately overcome it and move towards making the sale.” That's a very one-sided approach to a moment that could get really awkward quickly. Objections are challenges raised by prospects. They put pressure on you, and they can bring your conversation to a halt, or help it grow. In this month's Stump The Guru show, I spoke about how to diffuse your prospect's objections. I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form: · Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust instead  I've taken my mission one step further and created a livestream show called “Stump The Guru'” -- where you get the opportunity to jump on live and ask me your toughest sales questions that you'd love an answer for. 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! 

Building trust during the sales process between you and the buyer is more important than selling and pitching your solution. By focusing on your buyer's needs in a conversation using specific languaging , you can bring out their truths, thereby deepening your connection with them.  It is a hard sell to persuade, pursue, and convince people today. No one wants to receive another sales pitch. In this month's Stump The Guru show, I spoke about how you can stop the pitch and start a conversation instead. · Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadI've made it my life's mission to create the clarity that is missing in the traditional 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 to coach 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!   

The secret to avoiding falling down this rabbit hole of chasing is to let go of the sale in your mind.Letting go of the sale simply means being genuinely comfortable with waiting for your prospect to take the next step in the conversation and doing nothing to intervene until they do. Your only goal in an initial conversation is to listen to your prospect's problem, expand their awareness and understanding of it, and discover whether it's a priority for them to solve it.In this month's Stump The Guru show, I'll be talking about “How do you set goals when letting go of the sale?”. I've made it my life's mission to create the clarity that is missing in the traditional 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 to coach 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!

You know the drill, you schedule a call with a potential prospect for your offering, you have a great conversation with them, they give you positive signals they are interested in working with you, then you hear “I need to think about it”.  What the heck is going on with that?  If you are hearing at least one of these after your initial consultation with your prospect, something is seriously wrong with your sales process:  – “Sounds good…” – “I need to think about it…” – “We need a proposal from you” – “I need to digest what you told me…” – “Send me a follow-up email and I'll get back to you…” – “I need to talk to my partner about this and will let you know the outcome…”  Hearing those statements is what makes selling painful. And this month, in my upcoming Stump The Guru livestream I'm going to show you what do to when you hear any of those responses.  I've made it my life's mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form. Get access to Ari's 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! 

Have you had a sales conversation that felt just “perfect?” The chemistry between you two was solid, their problem was clearly articulated, you helped them see that you can solve their problem and everything just felt “right”. Then at the end of the call, they surprisingly say: “This has been really helpful, let me think about this and I'll get back to you.” That's when they fall into the “black hole” of follow-up, where you're forced to “chase” them to get back in touch. What if you could avoid dropping your qualified prospects into the “black hole” of chasing? In this episode of Stump The Guru Podcast, I'll be talking about “How To Create a “By-Appointment Only” Sales Model”. 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 To Create a “By-Appointment Only” Sales Model” 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! 

Linear selling models create mistrust in a split second - the moment prospects sense that, although you seem to be interested in their problems and issues, you're actually trying to lead the discussion toward a close. When you do this, you're coaxing, persuading, and pushing things forward ... Which will cause the prospect to put up a wall, the opposite response to what you want.In this episode of Stump The Guru Podcast, I'll be talking about “Is Selling Linear or Is It A "Deep-Dive?”. 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 “Is Selling Linear or Is It A "Deep-Dive?” 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!

The traditional sales formula looks like this:Qualify the lead + Present your solution = New paying client  That's basic selling 101, isn't it?  But if this formula, which has been taught by the “sales gurus” for decades, is bulletproof, then why doesn't every single person who is qualified become a new paying client?  In this month's Stump The Guru show, I'll be talking about the missing piece of this puzzle that causes you to lose prospects who check all the boxes of what your ideal client looks like.  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 “Are You In Fact-Finding or Trust-Building Mode?” 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! 

If you're chasing somebody and you don't hear back from them for a while, you will probably feel like you've lost them. And, you know you can't chase them anymore because doing that will inevitably burn the relationship with them, right!?  Have you had those days where it feels like every sales conversation ends in rejection!? And how confidence shattering and exhausting that can be. Well, you know, I have discovered that this rejection and this chasing isn't random, it's triggered by certain things you say and do unknowingly that cause the other person to push back on you.  In this month's Stump The Guru show, I'll be talking about Sales Rejection: Who Triggers It? You or Them? And how to increase your self-awareness about this.  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 (insert topic again) 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!

➡️ Like The Podcast? Leave A Rating: https://ratethispodcast.com/successstory   ➡️ About The Guest⁣ Ari Galper is the founder and CEO of Unlock The Game and is the world's number #1 authority on trust-based selling. He has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews, and the Australian Financial Review. As trust becomes the most important currency in the new economy, the act of selling as a de-humanizing process with endless “chasing”, has been completely re-invented and anchored in the timeless values of integrity and trust – through Trust-Based Selling. In his best-selling book, “Unlock The Sales Game”, Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable. ➡️ Show Links https://www.linkedin.com/in/arigalper/  https://twitter.com/arigalper/ ➡️ Podcast Sponsors HUBSPOT - https://hubspot.com/ ➡️ Talking Points⁣ 00:00 - Intro 02:18 - Ari Galper's origin story  09:07 - How to build trust with the customer 13:12 - Who does Ari Galper usually deal with in the market? 24:03 - When is the point when a salesman thinks that trust is being built? 25:57 - How to establish trust with the customer on a cold call  33:36 - What other parts of the traditional sales cycle are broken? 34:44 - What are the steps Ari Galper uses to close a sale 40:50 - How do you do a one-call close when nothing you do is pushing things forward in a sale? 44:20 - What is the biggest misconception about sales and what does Ari Galper want his legacy to be? 46:03 - Where do people connect with Ari Galper? 46:41 - What was the biggest challenge Ari Galper has ever faced in his life? 47:52 - Who was the mentor of Ari Galper? 48:53 - A podcast or a book recommended by Ari Galper 40:07 - What would Ari Galper tell his 20-year-old self? 49:46 - What does success mean to Ari Galper? Learn more about your ad choices. Visit podcastchoices.com/adchoices

His new book "Unlock The Sales Game" has become an instant best-seller among business owners and entrepreneurs across the globe. Ari Galper is the world's number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews, and the Australian Financial Review. As trust becomes the most important currency in the new economy, the act of selling as a de-humanizing process with endless “chasing”, has been completely re-invented and anchored in the timeless values of integrity and trust – through Trust-Based Selling. In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable. Ari Galper has been on a mission for the last decade to change the world through trust, starting with the sales and business world. SOCIAL MEDIA: www.unlockthegame.com https://www.facebook.com/arigalperfans https://www.linkedin.com/in/arigalper/ https://twitter.com/arigalper _______________________________________________ Thank you again for joining us today! If you know anybody that would benefit from this episode please share it with them and help spread the knowledge and motivation. -- Subscribe and rise up for you to be your best: https://www.youtube.com/c/riseupforyou -- Enroll in one of our Coaching Programs today to improve your life, deepen your success and increase your potential in work and life: https://www.riseupforyou.com/coaching -- Check Out our Book, Rise Up For You: Closing the Gap Between You and Your Potential https://www.nadalena.com/book -- Follow us on Social Media: LinkedIn: https://www.linkedin.com/in/nadalena/ Facebook: https://www.facebook.com/RiseUpForYou/ Instagram: https://www.instagram.com/riseupforyou Sign up for our FREE Master Success Kit: https://www.riseupforyou.com/successkit Looking for more support? Grab your free coaching call with our team completely FREE! Bring your questions about Confidence, Leadership or Business and we will assign you the best coach to provide customizable support. SCHEDULE YOUR FREE CALL HERE https://calendly.com/riseupforyou/coaching

This week's Misfit Entrepreneur is Ari Galper. Ari is the world's #1 authority on trust-based selling. He's the best-selling author of “Unlock the Sales Game,” a must read by the way, and “The One Call Sale.” He's been featured everywhere from Forbes to INC and CNN and is sought after by business owners, entrepreneurs, and major corporations like Citibank and GE to help them improve their sales organizations. But the thing I am most excited for Air to share is the journey he took to become who he is. In some ways, it parallels my own journey with the Misfit Entrepreneur as we both have a very special why. Of course, we are going to talk all things sales and selling too. ​​www.UnlocktheGame.com for a copy of Ari's book and other free resources. Ari met his wife over 20 years ago. She was from Sydney, Australia. He came to meet her family and fell in love with the country. They lived in LA for a while and moved to Australia after the birth of their son. He was in professional sales in tech and other industries prior to going out on his own. At the 6:30 mark, Ari tells the story of a major sale that would double the size of the tech company he was working. He did the demo and got awesome feedback. It went so well, he thought it was a done deal – until it wasn't. This was where he learned how important it was to use trust-based selling to succeed. Somewhere along the way, it has become socially acceptable not to tell the truth to people who sell. Instead, we hear things like “sounds good,” “Send me information,” “Send me a proposal,” etc. without the buyer having any intention to buy at all. Ari asked himself, “Why are people afraid to tell me the truth?” He realized that there is an invisible river of pressure that flows under every sales conversation, and you need to learn how to remove it, so you don't play the sales game. You must shift your mindset away from the goal of the sale and instead build deep trust with people where they feel vulnerable and comfortable enough to open up and tell you the truth. You credit learning to be your son's dad as a breakthrough for Trust-Based selling – what was the breakthrough? Toby has down syndrome which means he's open and honest, kind, and a joy to be around. He has no hidden agenda with people. He is honest and open and doesn't carry a shield. He lives in his authenticity and integrity. This is how it should be with a sale between the buyer and seller. We must detox from the old ways and behaviors of selling to a new way. A trust-based way. So, what is it that companies and salespeople doing wrong in selling? Most people live in myths such as “sales is a numbers game” It's not about that. It's about at how deep you go in each conversation. The sale is not lost at the end of the process but lost at the beginning of the process. Most sales calls are over at “Hello.” The other myth is that sales rejection is part of the game when in fact, it is triggered by old habits and ways of thinking. Define Trust-Based Selling… The redefinition of selling as you know it. It's not about making the sale for you. It's not focusing on your goal but focusing on their goal. 100% authentic going deep underneath their problem to a level where they feel you truly get them. Trust-Based selling is making the process all about them and not you. Take us through the process. How does an entrepreneur or salesperson get to the point where a prospect believes that they truly get them and understand them? Trust-Based language: Changing your words and language to show you are different. For example, always be diffusing pressure. Ari gives an example of a sales phone call at the 17 min mark and the moving forward conversation and how it should go. Instead of telling what they next steps are, ask “Where do you think we should go from here?” When you people feel you truly care about them and show it and back it up – it sets you apart. Why is the sale lost at “hello?” And what do people need to do differently in the beginning? We have been conditioned to start the relationship at hello, to build rapport. Relationship building and trust-building are mutually exclusive. The mistake is made where salespeople try to get people to like and know them. Buyers don't have to like you. Think of a doctor and patient. A doctor doesn't have the luxury of being liked as much as they are responsible for diagnosing solving a problem with a patient whether the patient likes them or not. Build relationships after the sale – not before the sale, so it's not fake at “hello.” Instead as entrepreneur or salesperson, you be the doctor. Peel back their issues and go to the place they don't even know about and help understand the real challenge to solve. At the 25 min mark, Ari gives examples of what to say on an initial call. It includes things like “asking for help” or asking if they “would be open” to a problem that you help clients solve. How is unlocking the sales game comparable to the Japanese art of Aikido? Aikido is all about no resistance. You deflect and diverge energy in Aikido. When you sense pressure or tension in the sales process, you are conditioned to two responses – fight or flight. Instead, don't try to fight resistance, but diffuse it and don't go to “fight the battle.” Diffuse and re-engage. For example, if someone tells you that your “fees are too high,” the natural response is to fight the battle for them. Instead, say something like, “You are absolutely right, it can be perceived as high if you haven't had a chance to actually the product or service to get the result you are looking for, to justify making this happen. Would you be open to looking at this from a different perspective to see how we can build a business case for this?” This is redirecting to a different path of thinking about things. How does someone develop themselves to be able to practice Trust-Based Selling? It is about unlearning. People typically put on sales armor, get ready for battle, and react in the moment because we are not centering ourselves. People have a pattern of moving things forward and the minute that is broken, we freak out and get defensive, we over-educate, give stuff away – we lose ourselves and the ability to be the “doctor.” We must be 100% present in the other person's world. It requires practice and coaching, a shift in mindset. Remove this phrase from your vocabulary – never ever again use the phrase “follow up.” Not in email or phone call, etc. The only profession in the world that uses that phrase is selling and sales. Stop being a “salesperson.” Get rid of the old language. Stop using “check in” or “touch base.” Instead use “I'm giving you call to see if you have any feedback from our last discussion or from our meeting.” Change you thinking and language and people will tell you the truth. Talk to us about the “One Call Sale.” Explain your philosophy. It is Ari's lifework in a book. It is a refined model that removes resistance at “hello.” It teaches you to be a “doctor” and have the right bedside manner to peel back the onion – like a therapist and patient. At the 37 min mark, Ari walks through some of the thought process. It is all about digging deeper and deeper below the iceberg. You job is not to move prospects forward, but to move them down the iceberg to where they say, “How can you help me?” Final thoughts? Let go of the idea that your job is to educate prospects of and in your sales process. They don't want work to do. They are not asking whether they want to buy a solution, but instead – is this person the one I can trust to solve my problem?   Best Quote: There is an invisible river of pressure that flows under every sales conversation, and you need to learn how to remove it, so you don't play the sales game.   Ari's Misfit 3: Stop selling. Build trust instead. Be the doctor and diagnose problems. Be present with people in their world so you don't slip out into your world.   Show Sponsors: Shopify (Get a 14-day FREE trial) www.Shopify.com/misfit (all lowercase) Blue Lagoon Resources www.BlueLagoonResources.com   

Ari Galper is the world's #1 authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews, and the Australian Financial Review. He has created a unique and different sales approach based on trust and integrity called Unlock The Sales Game -- designed so the dreaded act of “chasing” and the painful experience of rejection is eliminated forever - a feat never thought possible, until now. As trust becomes the most important currency in the new economy, the act of selling as a dehumanizing experience, with endless “chasing” and multiple steps, has been completely re-invented and anchored in the timeless values of integrity and trust through Trust-Based Selling. In his best-selling book, “Unlock The Sales Game”, Ari describes his revolutionary sales approach based on getting to the truth and why shifting to a mindset of deep trust, instead of “the sale” – is ironically, 10 times more profitable. His new book launching soon, “The One Call Sale”, is set to completely disrupt the entire sales industry as we know it today. No more chasing, no pressure, and no closing. Everything you learned about selling will be turned upside down. Ari is also the author of “Lessons From Toby”, a special book about his son Toby who has Down Syndrome, who has made a major impact on Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, more about the book here: www.TobysBook.com. Guest Links Website: www.unlockthegame.com Twitter: https://twitter.com/arigalper LinkedIn: https://www.linkedin.com/in/arigalper/ Facebook: https://www.facebook.com/arigalperfans SJS Website: Thesuccessjourneyshow.com Facebook: @successjourneyshow Instagram: @successjourneyshow Twitter: @success_show

931 Ari Galper is the founder and CEO of Unlock The Game® and is the world's number #1 authority on trust-based selling. He has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews and the Australian Financial Review. As trust becomes the most important currency in the new economy, the act of selling as a de-humanizing process with endless “chasing”, has been completely re-invented and anchored in the timeless values of integrity and trust – through Trust-Based Selling. In his best-selling book, “Unlock The Sales Game”, Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, instead of “the sale” – is ironically, 10 times more profitable. ________ Want your customers to talk about you to their friends and family? That's what we do! We get your customers to talk about you so that you get more referrals with video testimonials. Go to www.BusinessBros.biz to be a guest on the show or to find out more on how we can help you get more customers! --- Support this podcast: https://anchor.fm/businessbrospod/support

Ari Galper is the world's #1 Authority on Trust-Based Selling and is the author of “Unlock The Sales Game” & “The One Call Sale”. He has also been featured in CEO Magazine, Forbes, CNN and is now the most sought-after trust-based selling authority for advisors, consultants, business owners and entrepreneurs — as well as major corporations such as Citibank, Telstra and General Electric. In this episode, Ari is sharing why everything you learned about selling will be turned upside down. If your sales cycle forces you into multiple steps, having to "chase" your prospects by "following up", you've lost the sale at the beginning of your sales process, due to a lack of deep trust. Episode Resources: Visit Ari's Website Follow Ari on LinkedIn Join the  Ask Geoff Anything!  Become a  Member

In this episode, Antonio interviews sales legend Ari Galper. Ari has broken the wheel of traditional sales by creating genuine relationships with potential clients. This interview is jam packed with one liners and tips to help build rapport at the highest of levels! Whether we like it or not, were all in sales in some way, so listen closely! Check out all of Ari's material at: unlockthegame.com

Have you ever wondered why a certain sale or pitch go well with a client? Leave a phone call thinking you nailed it and then never hear from them again? Ari Galper and I are here to tell you why trust-based selling is the new way to go when trying to sell your product! New literature, styles, and techniques are needed in today's modern marketplace and we are here to show you why and how to do it!