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The Secret To Winning The Hearts And Minds Of Your Customers

The Secret To Winning The Hearts And Minds Of Your Customers

Transcript:

In the last couple years, what has happened is that, essentially, credibility has become commoditized. And that’s interesting. We’ve been taught over the years to be credible. Which means proving our competence. Showing we’re good at what we do. And here’s the thing about this, is that basically, your potential clients can’t judge your competence until after they hire you.

So if you can’t win the game anymore on your competence and credibility, what do you use pre-sale to win the hearts and minds of your customer?

That’s where you talk about perception and positioning you as the authority. People get shocked. They go, “What? I’m good at what I do. I’m really good at what I do.” And I said, “That has no value”, because they can’t judge your competence until after you’ve made the sale.

Ari Galper

Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after sales conversion expert for Business Owners. His newest book, “Unlock The Sales Game”, has become an instant best-seller worldwide. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Australian Financial Review. He is considered a contrarian in the sales industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.

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