Podcasts about unlockthegame

Sales scripts are often promoted as the key to success. But let's be honest—scripts can sound robotic and insincere. If you're relying too much on a script, you might be missing out on connecting with your prospect on a human level. In this month's Stump The Guru show, I talked about “Are You Using A Sales Script?”. 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 

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 

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 

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

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

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

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 

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 

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!

With typical traditional selling, when you get an objection, you're supposed to overcome it. We're taught that by all the gurus.The problem with that is if they're giving you an objection that they believe is true and you try to overcome it with them, you break trust with them instantly.The sale is over right at that moment because you're trying to overcome something that they believe is true. You lost the ability to connect with them.The new sales thinking mindset is different. It's about diffusing the pressure to preserve the relationship so as to re-engage again. In this month's Stump The Guru show, I spoke about how not to have to defend yourself or your offer.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!

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!

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.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  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!

Most of us who sell get caught up in “hopeium,” a comical term that means we focus our hopes and desires on making the sale. But hopeium can be a trap, because it's impossible for you to keep in mind your most important goal: to learn your prospect's truth.When we fix our minds on the outcome -- making the sale -- we automatically begin anticipating how the process will go, and we also begin expecting that things will happen as we hope they will.This is the trap … Because if the prospect suddenly breaks off communication, we feel lost, anxious, frustrated, discouraged, and confused. We become preoccupied with what went wrong.In this month's Stump The Guru show, I'll be talking about The “Hopeium” Trap and showing you that there is a pressure-free way to re-establish communication when your prospect starts pulling away. 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:In this episode of Stump The Guru Podcast, I'll be talking about Taking Out The Pressure: Overcome vs. Diffusing Objections.  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, 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 in your career. “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 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. The traditional sales mindset will have you defending yourself, chasing them, and lowering your pricing. It's not a fun game. The new sales mindset is about objections being a way to get to the truth of your prospects situation without all of the other “stuff”. In this episode of Stump The Guru Podcast, I'll be talking about Taking Out The Pressure: Overcome vs. Diffusing Objections.  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, 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 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!

It's like walking a tight-rope, if you push to hard in your sales conversation, you'll break trust and lose the sale. On the flip side, if you're too passive, over educating, doing "free" consulting, attempting to create a relationship, you'll often hear "I want to think about it"....then you end up in chase mode, the last place you want to me.In this episode of Stump The Guru Podcast, I'll be addressing this sensitive and delicate balance.  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!

We have been taught to chase opportunities, play the numbers game, and pursue prospects. But it turns out that if you stop doing those things, which extend your sales cycle, but instead focus on building deep trust with people, you can actually shorten your sales cycle dramatically!In this episode of Stump The Guru show, I'll be talking about how you can shortcut your sales cycle.   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 "shortern your sales cycle" 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!

It's always an awkward moment, you had a great conversation with someone, they are qualified for your solution, it's time to “follow-up” with them …. what do you say, without putting pressure on them?  The answer lies within the mindset shift of re-focusing the conversation on their problem, and not your solution. In this episode of Stump The Guru Podcast, I'll be talking about Following Up A Prospect Without Chasing Them.  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!

People who sell typically handle objections in a defensive manner or in ways that try to convince prospects that their objection isn't true. But that's actually an attack on the other person's reality and puts them on the defensive. They start fearing that we're going to try to “sell” them by persuading them, so they either challenge us more, or they try to get out of the situation.In this episode of Stump The Guru, I'll be talking about how you can shift from “Fight or Flight” mode to “re-engage” mode, the, more you create trust and allow the conversation to re-open again without pressure.  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!

Your doctor gets paid for giving you deep clarity on your problem, in ADVANCE of solving the problem. CLARITY is the biggest issue your prospects really want first, before actually getting their problem solved.In this month's Stump The Guru episode, I'll be talking about how you can use the "doctor" model to position yourself as a Trusted Authority.   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!

This is happening all the time, everywhere, on virtually every sales conversation you're having… you're prospect is holding something back from you.  Why?Why are they afraid to just tell you the truth?What are they afraid you might do if they are vulnerable with you?In this episode of Stump The Guru Podcast, I'll be talking about How Do You Get To The Truth Of 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!

Not sure if you do any outbound sales calling, but if you do, this podcast episode will either be a shock to you or what you've been looking for.  We've been conditioned to believe by the traditional sales gurus that the sale is lost at the END of the process – and I've always known it's lost at the BEGINNING of the process.  Can you create trust at “hello”?  In this episode of Stump The Guru Podcast, I'll be talking about How You Can Create Trust At "Hello".   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!

CEOs need to take a hard look at their sales process to not only focus on how many sales they are making, but also to focus on why they are losing many of their most lucrative sales opportunities.They need to begin shifting the mindset of their sales teams away from being solution-focused to being intensely problem-focused, so their potential clients feel their core issues are deeply understood, creating an unbreakable bond of trust. Sales people need to look at how they are being perceived ... Are they talking too fast?  Are they over-enthusiastic?  Are they talking about that they offer, over everything else?If Yes, then it's time to take some self-responsibility because it's these types of things which kill the sale.  In this episode of Stump The Guru Podcast, I'll be talking about Taking Self Responsibility In Your Sales Process. 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 "take self-responsibility in your sales process" 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!

When you're chasing a vanishing prospect with follow-up messages to try and get them onboard, you're following the old mindset of chasing the sale.   You're focusing on getting a “yes”, without really knowing the truth of what they're thinking. Let me remind you, at this stage, you haven't lost the sale, you just don't know the truth yet!  But let me tell you, if you're willing to be humble, reach out and “fall on your sword”, then you're likely to hear back from them faster than you could ever imagine -- and they'll tell you the truth of where you stand.In this episode of Stump The Guru Podcast, I'll be talking about How To Fall On Your Sword.  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 "fall on your sword" 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!

What do you do when someone says to you they already chose someone who offers what you do?   In traditional selling, you're only options are FIGHT or FLIGHT.  Defend your position, go after the other vendor explaining how they aren't as good as you, or back away and let them go.  With Trust-Based Selling, there's a different approach and I will be talking all about this in this months episode.  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 the "I am using someone else already" 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!

If someone gives you an objection, a pressure on you like, “Your price is too high,” for instance. The number one response to that in sales is usually to defend yourself.  “We're the best. We have this.” You start to defend, get your shoulders up and say, “We can work with that.” We either get passive or aggressive. There are only two options.The new sales thinking mindset is different. It's about diffusing the pressure to preserve the relationship so as to re-engage again. The guy says that your prices too high. In this specific situation, what we're going to say is, “You're absolutely right.” Here's the operative word. “It can be perceived as high. If you haven't had a chance to use it in your company, see the results, document it, and get the ROI. You're absolutely right, it appears that way from the outside in. There is no doubt about that.In this episode of "Stump The Guru Podcast" I want to take you off the path of defending yourself and what you can offer.  Give up trying to persuade and let me show you how prospects feel they can choose you without feeling sold.   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 the "Can You Lower Your Price?" 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!

Have you got a tricky sales situation that you can't solve on your own... your chasing a potential client you who isn't calling you back? You're hearing "I'd like to think about it" or "I'll get back to you when I'm ready"?Whatever sales challenge you are experience right now, join Ari Galper, the World's #1 Authority On Trust-Based Selling and the creator of Unlock The Game® every month as he coaches his guests, unrehearsed and live, on their most difficult and complex sales situations that's holding them back from making the sale!This is the first episode of Stump The Guru Podcast and we are talking all about being ghosted by a prospect! Doesn't it feel like a real let down…when you have someone who is ideal for you, even spends time with you letting you know they're seriously interested…then they do “radio silent” on you?! What options do you have next? Keep chasing them … definitely not! 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 the "Am I Ghosted?" 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!

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   

We all know the pain of the "done deal" that suddenly disappears. The customer who said "I love this, how do I buy?" And then who suddenly vanishes when it's time to swipe the card.  There's a better way to approach sales than chasing after prospects. In fact, there's a way to close a sale pain-free and in one call.  Ari Galper joins the podcast as the #1 authority on Trust Based Selling, and how he's used these insights to unlock the sales game for himself and tens of thousands of others across the globe.  Want to find out more? Check out Unlockthegame.com And if you enjoyed this episode and want to support the podcast, you can take a look at our Patreon at Patreon.com/GoodAdvice.

Today Ari Galper explores the idea of building trust and relationships throughout the sales process. Listen in as Deborah and Ari discuss the lack of truth in the selling process, how to handle the “sounds good” answer, and why you should be focusing on moments of vulnerability to increase your overall conversion rate.   Ari Galper is the World's #1 Authority on TrustBased 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 over 74,433 subscribers and clients in over 35 countries, Unlock The Game has become the most successful TrustBased Selling approach of our time.   You can connect with Ari in the following ways: www.UnlockTheGame.com/Media https://www.facebook.com/arigalperfans https://www.linkedin.com/in/arigalper/ https://twitter.com/arigalper    Are you a CEO dealing with change? Part inspiration, part strategy, I've created this resource for CEO's who leading their team through a rapid transition and looking for a resource and guide to help them stay confident, focused, and a mentor for others. You can download it here: https://mailchi.mp/coviellocm/the-ceos-compass See omnystudio.com/listener for privacy information.

On today's episode, we are talking with Ari GalperAri 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.Ari's big lesson you'll learn today, is that you lose the sale, not because you haven't demonstrated enough value, but because you haven't created enough trust -- a mindset shift that has changed thousands of people's lives.Ari and I talk about:*The story behind his Trust-Based Selling approach*The key sales myths we need to “detox” from*What are the core principles behind Unlocking The Sales Game?*How we need to position ourselves as a doctor and diagnose our prospect's problems & issues*And so much more!Links to get in touch with Ariwww.UnlockTheGame.com/InterviewKitwww.UnlockTheGame.com/Mediahttps://www.facebook.com/arigalperfanshttps://www.linkedin.com/in/arigalper/https://twitter.com/arigalper

Ari Galper is the World's #1 Authority on Trust-Based Selling | Author of "Unlock The Sales Game" & "The One Call Sale" | Featured in CEO Magazine, Forbes, CNN, SkyNews, Australian Financial ReviewAri 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 dehumanizingexperience, with endless “chasing” and multiple steps, has been completely re-invented and anchored inthe 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.His new book launching soon, "The One Call Sale", is set to completely disrupt the entire sales industry as we know it today.“The One Call Sale” provides a simple road map for how to make the sale in one trust-based conversation.No more chasing, no pressure and no closing.Everything you learned about selling will be turned upside down.If you're 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.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 in Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, more about the book here: www.TobysBook.com.Join Ari on his next "Stump The Guru" live streaming show (UnlockTheGame.com/StumpTheGuru) and ask him your toughest sales challenges (anything at all!).Learn more at Unlockthegame.com. For media/podcast interview requests, contact Ari's assistant elisa@unlockthegame.com. Support the show (http://www.allthingstelesales.com)

In this episode, Devin Herz talks with special guest @AriGalper CEO of @UnlockTheGame about eliminating the game of chasing clients and transforming into a trusted authority.   Tune in and see how you can focus less on activity and more on your ideal client and learn how a mindset shift should happen to increase your close rates.   ► Special Offer – Free Intro Course at unlockthegame.com/webinar   ► https://www.linkedin.com/in/arigalper/   ► Where to follow and listen to Devin & DMC | https://dynamicmarketingconsultants.com/dmc_marketing_nugget/   #MondayMarketingNugget #MarketingStrategy #MarketingNugget #DynamicMarketingConsultants #BusinessIdeas #business #smallbusiness #DevinHerz #MarketingTips #MarketingTrends2021  

Today we have Ari Galper, a trusted authority in the age of consultants and advisors. We go through the ways to distinguish yourself from the noise of consulting and advisory sales loop and failures.www.AriGalper.com and www.UnlockTheGame.commy social mediashttps://twitter.com/JRBolton_https://www.instagram.com/jrbolton_https://www.tiktok.com/@j.r.bolton_*~# rate and review on podchaser #~*https://www.podchaser.com/podcasts/josh-bolton-show-1573605?utm_source=podcaster&utm_medium=feedcta&utm_campaign=jrbolton_Support the show (https://www.patreon.com/The_Josh_Bolton_Show)

Sales may be a real-world problem, but most salespeople live in a world of fantasy, full of impervious myths peddled by one “sales guru” after another. Ari Galper disdains these myths and dismantles them one by one through Unlock the Game, a revolutionary sales approach that overturns the notion of selling as we know it. Ari is the world's number one authority on trust-based selling who offers his top-notch services to clients in over 35 countries. Does sales seem like a futile exercise of chasing ghosts? Are you constantly encountering resistance right from the get-go? If you're experiencing any of these, then you are definitely doing a thing or two wrong. Listen in as Ari joins John Livesay in this episode to discuss the most common myths and pitfalls that salespeople fall prey to and shares the best practices that will turn your sales process around. Love the show? Subscribe, rate, review, and share! Here's How » Join The Successful Pitch community today: JohnLivesay.com John Livesay Facebook John Livesay Twitter John Livesay LinkedIn John Livesay YouTube

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. So many business owners, consultants, coaches and sales professionals have been led to believe that it's acceptable to use manipulative techniques and to keep giving away value (free consulting) upfront in the sales process – a toxic cocktail that creates an unhealthy and dysfunctional relationship. You lose the sale, not because you haven't demonstrated enough value, but because you haven't created enough trust -- a mindset shift that has changed thousands of people's lives. If you have potential clients you've had a friendly conversation with, and the next step is for you to “follow-up”, something is seriously broken in your sales process. If you do it the trust-based selling way, and if they are qualified, you should be able to onboard them on one consultation, avoiding follow-up, chasing and proposals altogether. Ari has lead the trust-based selling movement for over two decades and has created the world's largest online community - The Mindset Club – for professionals whose highest value is trust, as well as the Mindset Academy, for coaches who would like to be certified in Ari's trust-based communication approach, as a Trust-Based Coach. Join the waiting list here www.UnlockTheGame.com/Academy. Ari's work includes private consulting with a broad spectrum of clients, including CEOs, entrepreneurs, business owners, advisors and sales teams -- as well as young adults who have Autism and Down Syndrome, helping them communicate more effectively using his unique trust-based languaging. If you would like an overview of Trust-Based Selling, along with new insights and strategies you can use today, to prove to yourself there is a better way, get complimentary access to Ari's introductory 60-minute video course here: www.UnlockTheGame.com/Webinar. Connect with Ari: https://www.linkedin.com/in/arigalper Website: UnlockTheGame.com (Company Website) Email: ari@unlockthegame.com Twitter: @arigalper

Ari Galper is the World's #1 Authority On Trust-Based Selling. His visionary approach to selling is built on the concept of authentic communication and trust, so it relieves the pressure for both the seller and buyer and produces profound results. Ari has helped business owners, entrepreneurs and sales professionals in 38 different countries, and is the most respected and followed sales thought-leader in the world. Get 10 Free Lessons from Ari and check out his brand-new book, "Unlock The Sales Game" at: www.UnlockTheGame.com

Ari Galper is the World's #1 Authority On Trust-Based Selling. His visionary approach to selling is built on the concept of authentic communication and trust, so it relieves the pressure for both the seller and buyer and produces profound results. Ari has helped business owners, entrepreneurs and sales professionals in 38 different countries, and is the most respected and followed sales thought-leader in the world. Get 10 Free Lessons from Ari and check out his brand-new book, "Unlock The Sales Game" at: www.UnlockTheGame.com

Ari Galper is the World's #1 Authority On Trust-Based Selling. His visionary approach to selling is built on the concept of authentic communication and trust, so it relieves the pressure for both the seller and buyer and produces profound results. Ari has helped business owners, entrepreneurs and sales professionals in 38 different countries, and is the most respected and followed sales thought-leader in the world. Get 10 Free Lessons from Ari and check out his brand-new book, "Unlock The Sales Game" at: www.UnlockTheGame.com

Ari Galper is the World's #1 Authority On Trust-Based Selling. His visionary approach to selling is built on the concept of authentic communication and trust, so it relieves the pressure for both the seller and buyer and produces profound results. Ari has helped business owners, entrepreneurs and sales professionals in 38 different countries, and is the most respected and followed sales thought-leader in the world. Get 10 Free Lessons from Ari and check out his brand-new book, "Unlock The Sales Game" at: www.UnlockTheGame.com