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What You’ll Learn From This Episode:
- Learn about the 'one call sale'
- The importance of trust in doing sales
- Differentiating relationships with trust
More...
Related Links and Resources:
Ari has a free Intro Course, so just go to www.unlockthegame.com . You will also get his book there called "Unlock the Sales Game" and he also has an upcoming book called "One Call Sale" soon.
Summary:
Ari Galper is the world's number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, Sky News and the Australian Financial Review. His new book "Unlock The Sales Game" has become an instant best-seller among business owners and entrepreneurs across the globe.
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.
Here are the highlights of this episode:
Ari deals more with entrepreneurs, CEOs with a sales team, advisors and consultants as well. They are the ones who need trust the most Ari believes. He sees these people as being conditioned to 'sales mode'; they unconsciously give free consulting or they give away too much value, they end up chasing people or having multiple steps in the sales tackle. He teaches people to apply what he calls the 'trust-based language' in making that connection in which you focus on the client's problem and not your sales' goal. Ari states that relationships and trust are mutually exclusive. There is no need to be their friend first to make a sale; relationship building should be happening after the sale not before the sale. And he would definitely love to spend some time with Tim Grover, author of the book 'Relentless and he was a private coach of Michael Jordan and Kobe Bryant.
Ari’s Valuable Free Action (VFA): For example, you are having a call conversation and they could be qualified to be a client, At the end of the call, don't move forward by saying "hey, why won't we grab a cup of coffee?" instead say "where do you think we should go from here?"
““I believe trust is the new currency now; if you're focused on the goal of your sales and not focus on client problems, they'll feel that from you and they'll run away in the opposite direction" – Ari Galper