074 — Selling—Without Selling Your Soul! with Ari Galper
In a day and age where technology rules the selling world, authenticity and trust have taken a “back seat” in the sales process. Today's guest puts trust back into selling in such an elegant and natural way, that the truth quickly emerges between seller and buyer, so the painful and arduous “chasing” process no longer has to happen to make a sale. Ari Galper is the World’s #1 Authority on Trust-Based Selling and is one the most experienced sales growth advisors in the world. He is the creator of Unlock The Game®, a completely new revolutionary sales approach that overturns the notion of selling as we know it today.
With clients in over 35 countries, Ari's global sales systems have become the most successful Trust-Based Selling systems of our time. Ari has been featured in CEO Magazine, SkyNews, Forbes, INC Magazine and the Australian Financial Review.
In today's episode, Ari shares his revolutionary sales process with Dr. Fred, as they discuss:
Bringing authenticity to the dysfunctional world of selling.
How Ari's son inspired his approach to sales
Framing sales like a 'doctor - patient relationship'
Why prospects must take ownership of their problem before you can sell to them
The critical importance of the right mindset and trust-based languaging
Breaking trust by attempting to move a sale forward before the person is ready
Why people aren't comfortable revealing their truth
Losing the sale at "hello"
Building Trust at the beginning so you aren't chasing them at the end
The problem it's NOT your market, product, or prospects...it's YOU!
How Ari's clients achieve 100% conversion of all qualified clients
Shifting your prospect's thinking by changing your own approach
Going beneath the "iceberg" with prospects
How traditional sales can be dehumanizing
Episode Length: 01:00:50
ARI GALPER’S RESOURCES
Website > https://unlockthegame.com
Book > 'Unlock The Sales Game: New Trust-Based Selling Strategies To Finally Create Your Sales Breakthrough' https://www.amazon.com/gp/product/B00W2U3ZE4
Free Course > https://unlockthegame.com/webinar
KEY SALES QUESTIONS
"Can you tell me a little more about that?"
"Is this a priority for you to solve once and for all? Or is it something you have to live with for a while and let it go, and you're okay either way?"
"Where do you think we should go from here?" (use at the end of a sales call)
"If it would be okay with you, I'd be happy to walk you through what my framework is, the roadmap for how I help clients that have the exact problem that you have. Would you be open to that?"
WELCOME TO HUMANITY RESOURCES
Podcast Website > http://www.welcometohumanity.net/podcast
PURCHASE DR. FRED’S BOOK (paperback or Kindle) > Creative 8: Healing Through Creativity & Self-Expression by Dr. Fred Moss http://www.amazon.com/Creative-Healing-Through-Creativity-Self-Expression/dp/B088N7YVMG
FEEDBACK > http://www.welcometohumanity.net/contact
