Trust Based Sales W/ Ari Galper

The episode begins with host Josh introducing Ari Galper, a specialist in trust-based selling. Ari explains his unique approach to sales, focusing on building deep trust to avoid the common pitfalls of chasing prospects and playing traditional sales games.

Ari shares his journey into trust-based selling, detailing a previous experience as a sales manager that led him to this approach. He recounts a significant sales call where he inadvertently overheard the prospective client's true, negative intentions, highlighting the common issue of prospects not being honest with salespeople.

Ari reflects on this experience, noting that it's common for prospects to mislead salespeople due to the inherent pressure in sales calls. He emphasizes the importance of building trust and removing pressure to get prospects to be truthful and forthcoming about their needs and intentions.

Ari introduces the concept of trust-based selling by discussing the need to clear common myths about sales, such as the belief that sales is solely a numbers game. He argues that success comes from building trust and going deeper in conversations, rather than making more contacts.

Ari further challenges the idea that rejection is just a part of sales, suggesting instead that rejection results from salespeople’s unconscious behaviors. Josh expresses his disdain for traditional sales tactics and his appreciation for Ari's approach, as it aligns with his own frustrations.

Ari shares insights into trust-based languaging, emphasizing the need to diffuse pressure during sales calls by inviting prospects to decide the next steps. This approach is designed to elicit truthful responses and reduce the common sales pressure that prospects sense.

Josh seeks Ari's advice on refining his sales approach. Ari commends Josh's honesty and advises staying authentic. He further explains the importance of letting clients reveal their truth by focusing on their problems rather than pushing towards closing a sale.

The discussion turns to transforming sales strategies, where Ari advises against traditional sales behaviors and scripting that lead to superficial relationships. He stresses clarity in understanding client problems and differentiates between relationship building and trust building in sales.

Ari recounts a seminar where he demonstrated his method by cold-calling a difficult client and succeeding in re-establishing a connection. The story illustrates the effectiveness of apologizing and acknowledging past mistakes to rebuild trust with clients.