Episode Details

In this episode, we meet Ari Galper, the World's #1 Authority on Trust-Based Selling on trust and influence, eliminating resistance and being a sales magnet not chaser.

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Ari is the World's #1 Authority on Trust-Based Selling and is one the most expensive sales growth advisors in the world.

He is the creator of Unlock The Game®, a completely revolutionary sales approach and has clients in over 35 countries.

Ari has a Masters Degree in Instructional Design and is a practitioner of Aikido, a special martial art that diffuses conflict between two parties.

Ari is based in Sydney, Australia with his wife Michelle and their two sons and daughter.

In this episode we talk about:

• Building trust first before anything else, so that you create influence;
• Eliminating resistance in any communication with a prospect;
• Why the language you use is so critical, and some practical examples of phrases to remove from your life; and
• The myth of chasing sales, and instead becoming a sales magnet.

You can reach Ari in the following ways:

• If you're into sales conversion, check out his Unlock The Game® website;
• If you're a consultant or business coach, then head to Trusted Authority;
• Or if you're a CEO, check out Ari's next project, CEO Legacy Books.

Thanks to Perry Marshall for recommending Ari.

• What we discovered in our research is that rejection is triggered by certain things you say and do unknowingly that cause the other person to push back on you.
• So that comes down to the words you say (languaging), the way you say it (delivery) and how much authority you have (positioning). Those three things are the triggers, and if you don't have one of them, you'll get rejection every single day.

• Whatever you're offering to them is about a solution to their problem; if you try and sell your project by talking about the benefits of it and not addressing their issue, that is a mismatch there. It will feel like you're trying to put your agenda before theirs.
• An example is: "Hi, my name is ... I'm with VRA, we specialise in this." That's kind of a pitch. What you'd say instead is, "I'm hoping you can help me out for a moment. I'm just giving you a call to see if you'd be open to some different ideas around ways to solve the issues you're having related to sales and project management. Would you be open to that?"
• That's the mindset shift I talk about in the game - it's shifting away from the end goal of the sale and focusing only on trust first. If your goal is trust first, you don't talk about yourself, you talk about them. That's the whole mindset shift that I teach.

• Nowadays, you can't go fishing for their problems anymore. "Hey, how you doing? How's your business going? What problems do you have?" That used to work five years ago.
• You should probably already have a sense of what the top three