How to Double Your Sales with Trust-Based Selling – In Just 7 Minutes with Ari Galper
Why TRUST has become the new currency and why you don’t need a pre-existing relationship to create trust How to stop “chasing” potential clients and start getting callbacks from those who are ready to come on board with you New ways to create deep trust in your sales process, so you don’t have to sell, persuade or “close” anymore Resources/Links: Want to learn the secrets of trust-based selling? Check out Ari’s Webinar: unlockthegame.com/webinar Summary Have you always struggled when it comes to selling? Want to discover the magic of trust-based languaging and why slowing down your sales process (not speeding it up) is the key to unlimited sales opportunities? In a day and age where technology rules the selling world, for many growth-oriented business owners and sales consultants, authenticity and trust have taken a “back seat” to the sales process. Ari Galper is the world’s number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews, and the Australian Financial Review. In this episode, Ari talks about the importance of trust in sales and how it is a magnet for success! He also shares the secrets of language in sales and its promising increase in sales. Check out these episode highlights: 02:01 - Ari’s ideal client: “Ideal client is someone who basically isn't what I call a low volume, high price point, high margin model, using the visor, an entrepreneur, someone who has a large transaction long sale cycle, but trust is the core component, for them to make the sale actually happen.” 03:00 - Problem Ari helps solve: “The core problem that we solve is to help people learn how to stop chasing the deal. Stop closing the deal and stop chasing what I call "ghosts". Ghost people who say things like, "Sounds good. Send me information. I'm definitely interested." And they end up chasing them in a dehumanizing process that really is so dysfunctional.” 03:37 - Typical symptoms that clients do before reaching out to Ari: “Here's a core scenario. They're on a call with a potential client. A first conversation. And they asked the person on the phone, "So tell me about your business and what your problems are." And they describe their problems, and the minute you hear the problems your whole body and chemistry goes, "Oh, I can solve that for them." 04:42 - Common mistakes that people make before they find Ari’s solution: “I'm going to ask your listeners who are watching this right now to remove one key phrase vocabulary as of today forever in their world, and here it is. Never again use the phrase, "Follow up" ever again in your business life! What's the only industry in the world to use "Follow up"? Sales!” 05:44 - Ari’s Valuable Free Action (VFA): “Let's do a scenario right now. It may give somebody a really good idea. So, let's say in our first call with somebody. First sales conversation. The call is going well. They're qualified. Looks like it could be a good fit. Towards the end of the call, it comes to a close. Normally, we're taught to say things like, "Hey, how can we move forward? Let's have a cup of coffee. Let's do a demo. Let's go forward." 07:37 - Ari’s Valuable Free Resource (VFR): Check out Ari’s Webinar: unlockthegame.com/webinar 08:09 - Q: What has driven me on this mission for 20 years to help people get out of this dysfunctional situation? A: My son Toby, when he was born, we were told he had Down Syndrome. Well, I realized what a gift of heaven on my hands when I had this beautiful boy.