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The World’s #1 Authority On Trust-Based Selling

Have you got a tricky sales situation that you can’t solve on your own…

You’re chasing a potential client who isn’t calling you back? You’re hearing “I’d like to think about it” or “I’ll get back to you when I’m ready”?

Whatever sales challenge you are experiencing right now, join Ari Galper, the World’s #1 Authority On Trust-Based Selling and the creator of Unlock The Game® every month as he coaches his guests, unrehearsed and live, on their most difficult and complex sales situations that’s holding them back from making the sale!

The guests on the show have one goal in mind… To Stump Ari! … and Ari has one goal in mind .. to overturn the notion of selling as we know it today by building trust between buyers and sellers.

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Have you got a tricky sales situation that you can’t solve on your own…

You’re chasing a potential client who isn’t calling you back? You’re hearing “I’d like to think about it” or “I’ll get back to you when I’m ready”?

Whatever sales challenge you are experiencing right now, join Ari Galper, the World’s #1 Authority On Trust-Based Selling and the creator of Unlock The Game® every month as he coaches his guests, unrehearsed and live, on their most difficult and complex sales situations that’s holding them back from making the sale!

The guests on the show have one goal in mind… To Stump Ari! … and Ari has one goal in mind .. to overturn the notion of selling as we know it today by building trust between buyers and sellers.

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LATEST EPISODES

Does Being Too Friendly Come With Downsides?

Many advisors have been conditioned to believe that their prospects must like them first, before they’re willing to become a paying client. 

If you eavesdropped inside a typical initial conversation between an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges. 

The problem with rapport-building on its own, is that your prospects can sense you may have a hidden agenda behind it. 

In this month’s Stump The Guru show, I’ll be talking Does Being Too Friendly Come With Downsides?

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:

· Stop “chasing” ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust instead

I’ve taken my mission one step further and created a livestream show called “Stump The Guru’” — where you get the opportunity to jump on live and ask me your toughest sales questions that you’d love an answer for.

How To Know If You’re Being Shopped?

When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself.  As a result, it’s easy to let your guard down and adjust your fees downward (or add more pre-sale “meetings” to your sales process), out of fear you might lose a new client opportunity. 

But if you allow yourself to become commoditized in this way, you open yourself up to being “shopped” against other advisors. 

In this month’s Stump The Guru show, I’ll be talking about How To Know If You’re Being Shopped?

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:

· Stop “chasing” ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust instead

I’ve taken my mission one step further and created a livestream show called “Stump The Guru’” — where you get the opportunity to jump on live and ask me your toughest sales questions that you’d love an answer for.

How Can You Recover Lost Prospective Clients?

  • The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you?

    You’ve done everything “by the book”. You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they’re gone.

    In this month’s Stump The Guru show, I’ll be talking about How You Can Recover Lost Prospective Clients.

    I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:

    · Stop “chasing” ghosts (leads that never call you back!)
    · Make the sale in ONE conversation, without pressure
    · Stop selling, create deep trust instead

    I’ve taken my mission one step further and created a livestream show called “Stump The Guru’” — where you get the opportunity to jump on live and ask me your toughest sales questions that you’d love an answer for.

Why You Should Stop Building Relationships With Your Prospects

Are you over compensating by going heavy on relationship building in your sales process?

Building deep trust with your prospects in your sales process does not require you to build a relationship with them.

That’s a BOMB in the entire traditional selling industry.

If you have a very clear process on how to create trust in your sales process, based on their deep issues, then you don’t have to spend your energy getting them to like you and become their friend first.

Real relationships happen AFTER the sale, not before.

In this month’s Stump The Guru show, I’ll be talking about Why You Should Stop Building Relationships With Your Prospects.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

Discover Why The Sale Is Lost At The Beginning, And Not The End

Let me be blunt… The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution.

Traditional selling methodology suggests a sale is lost at the end of the process. That you didn’t nail your close, or you mishandled an objection.

I beg to differ; I believe that in the new economy the sale is not lost at the end of the process but rather at the beginning. At “Hello”.

And after hello, beginning the conversation acknowledging the problems your prospect is having, peeling back the layers on those problems, and showing empathy for the situation will allow you to begin to talk about the ROI for solving the problem and the impact that NOT solving the problem might have on the business.

In this month’s Stump The Guru show, I’ll be talking about Why The Sale Is Lost At The Beginning, And Not The End.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

How To Avoid Falling Into The Black Hole Of Chasing Prospects

You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well.

You’ve invested time with them to understand their issues and provided information and education to address their needs.

But as the conversation naturally closes, there’s an awkward moment, an empty space, where you and your prospect don’t know what to say next.

They haven’t indicated they want to move forward, and you’re careful not to put pressure on them to make a decision. But at the same time, you don’t want to leave things hanging in limbo.

In this month’s Stump The Guru show, I’ll be talking about How To Avoid Falling Into The Black Hole Of Chasing Prospects.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

Learn How To Recognize A “Smoke Screen” From Your Prospect

Are you tired of chasing prospects who seem interested in what you’re offering, only to end up going silent or ghosting you altogether? It’s a frustrating experience that can leave you feeling burnt out and disheartened.

But here’s the thing: what if I told you that some prospects may be giving you a “smoke screen” – a misleading impression that they’re interested when, in fact, they’re not?

In selling, it’s crucial to be able to recognize these smoke screens and avoid wasting your time and effort on unproductive pursuits.

In this month’s Stump The Guru show, I’ll be talking about How To Recognize A “Smoke Screen” From Your Prospect.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

How To Reengage A “Lost” Sale

The life blood of your business is your ability to bring in new clients, consistently.

Why is it that so many new client opportunities end up disappearing?

You’ve done everything “by the book.” You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they’re gone.

Why does this keep happening if you honestly could have helped them?

In this month’s Stump The Guru show, I’ll be talking about How To Reengage A “Lost” Sale.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

How To Prevent Your Prospects From Ghosting You

What could be worse than having a qualified prospect slip through your fingers and vanish?

You did everything right in the initial conversation.

You were friendly, gave them great information, and you didn’t pressure them to move forward.

But at the end they said:

Thank you so much for your time. Let me think about it, and if I’m interested, I’ll get back to you.

Do you let them go, or do you chase them and hope they’ll have a revelation that you’re the one for them?

It’s a dilemma, because you know you can help them, but you don’t want to be perceived as chasing them.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

How To Get To The Truth Of Whether You Are A Fit Or Not?

It’s commonly accepted in the sales world that chasing prospects is an essential part of the game. However, this approach is rooted in a macho sales image that suggests that giving up on a prospect is equivalent to admitting defeat and failure.

But let me tell you, that’s far from the truth.

The real objective should be getting to the truth if you are a fit or not, not simply making the sale. To truly succeed in sales, you need to have a complete understanding of where your prospects stand. Without this knowledge, you run the risk of being led on by partial information, which could make you believe they’re interested in purchasing, even if they’re not the right fit for you.

In this month’s Stump The Guru show, I’ll be talking about How To Get To The Truth Of Whether You Are A Fit Or Not?

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

How Not To Have To Defend Yourself Or Your Offer

With typical traditional selling, when you get an objection, you’re supposed to overcome it. We’re taught that by all the gurus.

The problem with that is if they’re giving you an objection that they believe is true and you try to overcome it with them, you break trust with them instantly.

The sale is over right at that moment because you’re trying to overcome something that they believe is true. You lost the ability to connect with them.

The new sales thinking mindset is different. It’s about diffusing the pressure to preserve the relationship so as to re-engage again. In this month’s Stump The Guru show, I’ll be talking about how not to have to defend yourself or your offer.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

How To Diffuse Your Prospects Objections

You’ve probably heard this over and over: “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get really awkward quickly.

Objections are challenges raised by prospects. They put pressure on you, and they can bring your conversation to a halt, or help it grow.

In this month’s Stump The Guru show, I’ll be talking about how to diffuse your prospect’s objections.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

Stop The Pitch And Start A Conversation

Building trust during the sales process between you and the buyer is more important than selling and pitching your solution. By focusing on your buyer’s needs in a conversation using specific language, you can bring out their truths, thereby deepening your connection with them.

It is a hard sell to persuade, pursue, and convince people today. No one wants to receive another sales pitch. In this month’s Stump The Guru show, I’ll be talking about how you can stop the pitch and start a conversation instead.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

How Do You Set Sales Goals When Letting Go Of The Sale?

The secret to avoiding falling down this rabbit hole of chasing is to let go of the sale in your mind.

Letting go of the sale simply means being genuinely comfortable with waiting for your prospect to take the next step in the conversation and doing nothing to intervene until they do.

Your only goal in an initial conversation is to listen to your prospect’s problem, expand their awareness and understanding of it, and discover whether it’s a priority for them to solve it.

In this month’s Stump The Guru show, I’ll be talking about how do you set goals when letting go of the sale?

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

Stop Building Relationships In Your Sales Conversations! Learn Why....

Are you overcompensating by going heavy on relationship building in your sales process? Building deep trust with your prospects in your sales process does not require you to build a relationship with them.

That’s a BOMB in the entire traditional selling industry.

If you have a very clear process on how to create trust in your sales process, based on their deep issues, then you don’t have to spend your energy getting them to like you and become their friend first.

Real relationships happen AFTER the sale, not before.

In this month’s Stump The Guru show, I spoke about why you need to stop building relationships in your sales conversations.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

When Your Prospect Says … “I Need To Think About It”… What Do You Do?

You know the drill, you schedule a call with a potential prospect for your offering, you have a great conversation with them, they give you positive signals they are interested in working with you, then you hear “I need to think about it”.

What the heck is going on with that?

If you are hearing at least one of these after your initial consultation with your prospect, something is seriously wrong with your sales process:

– “Sounds good…”
– “I need to think about it…”
– “We need a proposal from you”
– “I need to digest what you told me…”
– “Send me a follow-up email and I’ll get back to you…”
– “I need to talk to my partner about this and will let you know the outcome…”

Hearing those statements is what makes selling painful. And this month, in my upcoming Stump The Guru livestream I’m going to show you what do to when you hear any of those responses.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

How To Create a “By-Appointment Only” Sales Model

Have you had a sales conversation that felt just “perfect?” The chemistry between you two was solid, their problem was clearly articulated, you helped them see that you can solve their problem and everything just felt “right”. Then at the end of the call, they surprisingly say: “This has been really helpful, let me think about this and I’ll get back to you.” That’s when they fall into the “black hole” of follow-up, where you’re forced to “chase” them to get back in touch. What if you could avoid dropping your qualified prospects into the “black hole” of chasing? This is the topic of our upcoming Stump The Guru show: “How To Create A ‘By-Appointment Only’ Sales Model”.

I’ve made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:

– Stop “chasing” ghosts (leads that never call you back!)
– Make the sale in ONE conversation, without pressure
– Stop selling, create deep trust instead

I’ve taken my mission one step further and created a livestream show called “Stump The Guru’” — where you get the opportunity to jump on live and ask me your toughest sales questions that you’d love an answer for.

“Is Selling Linear or Is It A "Deep-Dive?”

Linear selling models create mistrust in a split second – the moment prospects sense that, although you seem to be interested in their problems and issues, you’re actually trying to lead the discussion toward a close. When you do this, you’re coaxing, persuading, and pushing things forward … Which will cause the prospect to put up a wall, the opposite response to what you want.

In this month’s Stump The Guru show, I’ll be diving into the discussion if selling is linear or if it is a “deep-dive”. I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:

– Stop “chasing” ghosts (leads that never call you back!)
– Make the sale on ONE conversation, without pressure
– Stop selling, create deep trust instead

I have taken my mission one step further and created a livestream show called “Stump The Guru” — where you get the opportunity to jump on live and ask me your toughest sales questions, or bring your most challenging sales opportunities that are keeping you “stuck”.

Are You In Fact-Finding or Trust-Building Mode?

Qualify the lead + Present your solution = New paying client

That’s basic selling 101, isn’t it?

But if this formula, which has been taught by the “sales gurus” for decades, is bulletproof, then why doesn’t every single person who is qualified become a new paying client?

In this month’s Stump The Guru show, I’ll be talking about the missing piece of this puzzle that causes you to lose prospects who check all the boxes of what your ideal client looks like.

I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

Sales Rejection: Who Triggers It? You or Them?

If you’re chasing somebody and you don’t hear back from them for a while, you will probably feel like you’ve lost them. And, you know you can’t chase them anymore because doing that will inevitably burn the relationship with them, right!?

Have you had those days where it feels like very sales conversation ends in rejection!? And how confidence shattering and exhausting that can be. Well, you know, I have discovered that this rejection and this chasing isn’t random, it’s triggered by certain things you say and do unknowingly that cause the other person to push back on you.

In this month’s Stump The Guru show, I’ll be talking about Sales Rejection: Who Triggers It? You or Them? And how to increase your self-awareness about this.

I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:

– Stop “chasing” ghosts (leads that never call you back!)
– Make the sale on ONE conversation, without pressure
– Stop selling, create deep trust instead

I have taken my mission one step further and created a livestream show called “Stump The Guru’” — where you get the opportunity to jump on live and ask me your toughest sales questions, or bring your most challenging sales opportunities that are keeping you “stuck”.

Are You Hooked On Hopeium?!

Most of us who sell get caught up in “hopeium,” a comical term that means we focus our hopes and desires on making the sale. But hopeium can be a trap, because it’s impossible for you to keep in mind your most important goal: to learn your prospect’s truth.

When we fix our minds on the outcome — making the sale — we automatically begin anticipating how the process will go, and we also begin expecting that things will happen as we hope they will.

This is the trap… Because if the prospect suddenly breaks off communication, we feel lost, anxious, frustrated, discouraged, and confused. We become preoccupied with what went wrong.

In this month’s Stump The Guru show, I’ll be talking about The “Hopeium” Trap and showing you that there is a pressure-free way to re-establish communication when your prospect starts pulling away. I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:

– Stop “chasing” ghosts (leads that never call you back!)
– Make the sale on ONE conversation, without pressure
– Stop selling, create deep trust instead

Long Sales Cycle: Learn The Shortcut With Trust-Building!

We have been taught to chase opportunities, play the numbers game, and pursue prospects. But it turns out that if you stop doing those things, which extend your sales cycle, but instead focus on building deep trust with people, you can actually shorten your sales cycle dramatically!

In this episode of Stump The Guru show, I’ll be talking about how you can shortcut your sales cycle. I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries… Listen in as I offer coaching you on how you can “shortern your sales cycle” whilst my guests try to stump me with their challenging sales situations.

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Going Down The Iceberg vs Going Towards The Sale

Building a relationship is about building rapport… which is often ineffective for solving problems. In fact, how many times does being friendly and agreeable get in the way of telling someone what they need to hear?

Building trust with your potential client is about what I call “going down the iceberg.”

Going down the iceberg as an advisor means helping your potential client understand the gravity of their situation and the implications of not addressing it.

It’s an iceberg because the implications are often much larger than they realize. If you concentrate on building trust by going down this iceberg with your potential clients, instead of educating them on your solutions, you’ll be surprised at how many new clients jump on board with you and even pay you a planning fee, simply because your approach was so different from every other advisor they’ve encountered.

In this episode of Stump The Guru show, I’ll be talking about Going down the iceberg vs. Going towards the sale.  I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Following Up A Prospect Without Chasing Them

It’s always an awkward moment, you had a great conversation with someone, they are qualified for your solution, it’s time to “follow-up” with them…what do you say, without putting pressure on them? 
 
The answer lies within the mindset shift of re-focusing the conversation on their problem, and not your solution. 

In this episode of Stump The Guru Podcast, I’ll be talking about Following Up A Prospect Without Chasing Them.  I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries… Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Can You Create Trust At "Hello"? And End The Chasing Game

Not sure if you do any outbound sales calling, but if you do, this podcast episode will either be a shock to you or what you’ve been looking for.
 
We’ve been conditioned to believe by the traditional sales gurus that the sale is lost at the END of the process – and I’ve always known it’s lost at the BEGINNING of the process.
 
Can you create trust at “hello”?
 
In this episode of Stump The Guru Podcast, I’ll be talking about How You Can Create Trust At “Hello”.   I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

How Do You Get To The Truth Of Your Prospect?

This is happening all the time, everywhere, on virtually every sales conversation you’re having… you’re prospect is holding something back from you.

Why?

Why are they afraid to just tell you the truth?

What are they afraid you might do if they are vulnerable with you?

In this episode of Stump The Guru Podcast, I’ll be talking about How Do You Get To The Truth Of Your Prospect?   I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Diagnose Like A Doctor – Stop Selling!

Your doctor gets paid for giving you deep clarity on your problem, in ADVANCE of solving the problem. CLARITY is the biggest issue your prospects really want first, before actually getting their problem solved.

In this month’s Stump The Guru episode, I’ll be talking about how you can use the “doctor” model to position yourself as a Trusted Authority.   I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Creating Trust vs. Making The Sale: How Do You Balance Both?

It’s like walking a tight-rope, if you push to hard in your sales conversation, you’ll break trust and lose the sale. On the flip side, if you’re too passive, over educating, doing “free” consulting, attempting to create a relationship, you’ll often hear “I want to think about it”….then you end up in chase mode, the last place you want to me.

In this episode of Stump The Guru Podcast, I’ll be addressing this sensitive and delicate balance.  I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Objections: Fight or Flight or Diffuse And Reengage

People who sell typically handle objections in a defensive manner or in ways that try to convince prospects that their objection isn’t true. But that’s actually an attack on the other person’s reality and puts them on the defensive. They start fearing that we’re going to try to “sell” them by persuading them, so they either challenge us more, or they try to get out of the situation.

In this episode of Stump The Guru, I’ll be talking about how you can shift from “Fight or Flight” mode to “re-engage” mode, the, more you create trust and allow the conversation to re-open again without pressure.  I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Taking Self-Responsibility In Your Sales Process

CEOs need to take a hard look at their sales process to not only focus on how many sales they are making, but also to focus on why they are losing many of their most lucrative sales opportunities.

They need to begin shifting the mindset of their sales teams away from being solution-focused to being intensely problem-focused, so their potential clients feel their core issues are deeply understood, creating an unbreakable bond of trust.

Sales people need to look at how they are being perceived … Are they talking too fast?  Are they over-enthusiastic?  Are they talking about that they offer, over everything else?

If Yes, then it’s time to take some self-responsibility because it’s these types of things which kill the sale.  In this episode of Stump The Guru Podcast, I’ll be talking about Taking Self Responsibility In Your Sales Process. I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can “take self-responsibility in your sales process” whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

How To "Fall" On Your Sword

When you’re chasing a vanishing prospect with follow-up messages to try and get them onboard, you’re following the old mindset of chasing the sale.   You’re focusing on getting a “yes”, without really knowing the truth of what they’re thinking.

Let me remind you, at this stage, you haven’t lost the sale, you just don’t know the truth yet!  But let me tell you, if you’re willing to be humble, reach out and “fall on your sword”, then you’re likely to hear back from them faster than you could ever imagine — and they’ll tell you the truth of where you stand.

In this episode of Stump The Guru Podcast, I’ll be talking about How To Fall On Your Sword.  I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can “fall on your sword” whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Should You Lower Your Price?

If someone gives you an objection, a pressure on you like, “Your price is too high,” for instance. The number one response to that in sales is usually to defend yourself.  “We’re the best. We have this.” You start to defend, get your shoulders up and say, “We can work with that.” We either get passive or aggressive. There are only two options.

The new sales thinking mindset is different. It’s about diffusing the pressure to preserve the relationship so as to re-engage again. The guy says that your prices too high. In this specific situation, what we’re going to say is, “You’re absolutely right.” Here’s the operative word. “It can be perceived as high. If you haven’t had a chance to use it in your company, see the results, document it, and get the ROI. You’re absolutely right, it appears that way from the outside in. There is no doubt about that.

In this episode of “Stump The Guru Podcast” I want to take you off the path of defending yourself and what you can offer.  Give up trying to persuade and let me show you how prospects feel they can choose you without feeling sold.   I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle the “Can You Lower Your Price?” situation whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

What Do You Do When You Hear "We're Already Using Someone Else"

What do you do when someone says to you they already chose someone who offers what you do? In traditional selling, you’re only options are FIGHT or FLIGHT. 
 
Defend your position, go after the other vendor explaining how they aren’t as good as you, or back away and let them go. 
 
With Trust-Based Selling, there’s a different approach and I will be talking all about this in this months episode.  I’ve made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle the “I am using someone else already” situation whilst my guests try to stump me with their challenging sales situations. 

To access Ari’s free Trust-Based Selling Masterclass or to order his “Unlock The Sales Game” book, go to www.UnlockTheGame.com

Have You Been "Ghosted" Recently By A Sales Prospect?

Have you got a tricky sales situation that you can’t solve on your own… your chasing a potential client you who isn’t calling you back?

You’re hearing “I’d like to think about it” or “I’ll get back to you when I’m ready”?

Whatever sales challenge you are experiencing right now, join Ari Galper, the World’s #1 Authority On Trust-Based Selling and the creator of Unlock The Game® every month as he coaches his guests, unrehearsed and live, on their most difficult and complex sales situations that’s holding them back from making the sale!

This is the first episode of Stump The Guru Podcast and we are talking all about being ghosted by a prospect!

Doesn’t it feel like a real let down…when you have someone who is ideal for you, even spends time with you letting you know they’re seriously interested…then they do “radio silent” on you?!

What options do you have next? Keep chasing them … definitely not!

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle the “Am I Ghosted?” situation whilst my guests try to stump me with their challenging sales situations.