The Counterintuitive Sales Advice That You Need To Hear With Ari Galper, the #1 Authority in Trust-Based Selling. In this episode Shawn has an awesome conversation with Ari Galper, author of Unlock the Game, who breaks down several sales myths that no longer serve their purpose. Instead, he focuses on building trust with prospects in ways that may seem counterintuitive, but have proven effective.
2:30 - Overcoming Nervousness to Sell
5:00 - My Crazy Call with ALL Decision Makers
7:00 - I Accidentally Hit The Mute Button and They Thought I Hung Up
9:30 - Releasing The Pressure off of Your Prospects
11:30 - Sales Myths from the 80’s
16:30 - Example Call - How To Build Trust With Your Prospect
23:45 - “Do you have any feedback?”
26:30 - “Where do you think we should go from here””
36:00 - The Straight line from their problem to your solution
42:30 - Momentum kills the sale
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.
Be sure to check out Ari’s AMAZING book Unlock The Sales Game: https://unlockthegame.com/
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