Manage episode 329128663 series 2934427
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➡️ 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
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➡️ 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?
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