Tag: Ari Galper Trust Based Selling

Trusted Advisor vs Trusted Authority (Pre-Sale / Post-Sale Mindset)

Posted on by brianjpombo

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Ari tells us what the difference is between being a trusted advisor (post-sale) and a trusted authority (pre-sale).

Checkout Unlock The Sales Game – https://unlockthegame.com/

Transcription

Brian: There’s a difference between being a trusted adviser and trusted authority.

Can you touch on that a little bit?

Ari: Sure.

So the whole notion of trust advisor been along around for a long time and most people will classify themselves as a trusted adviser, not as salesperson.

They are the trusted advisor.

Oh yeah, I’m just like, you’re a trusted advisor to those clients who already know you.

Sure, post sale.

But you’re not a trusted advisor, someone who doesn’t know you, pre-sale.

That’s a different way of thinking.

We have to become what I call a trusted authority, which we teach to professionals how to do consultants and advisors. That’s a different way of thinking.

You have to be positioned yourself as an authority, you have to use a trust based process to engage them and enroll them because they don’t really get to know you until after the sale.

And what I teach my clients to do is…this may sound crazy right now and it’s a bit of a bomb, but we teach our clients to stop building relationships pre-sale.

That’s the worst thing you can do.

Because relationships and trust building can now become mutually exclusive.

You can build trust with someone in a deep way. Without doing the whole fake rapport thing.

Oh, hi, how’s it going?

How’s the weather?

It’s, oh, that’s great, where are you from really.

All that is 1980s fake rapport that we’re taught to do. And you know, what the other person knows is not real anyways, they don’t want to become your friend.

But here we are trying to like get to know them better have a cup of coffee, go golfing, go network, and then hopefully one day, if they like us enough, well, then they’ll buy from us.

Well, if you want to wait a long time for that, then feel free. But I’ll tell you right now, that’s just a game everyone knows.

And we have a process and a system here we’re talking about the removes all that BS relationship building, which is fake anyways, save the real stuff when they’re a client of yours.

But instead, focus strictly only on trust building.

For full conversations, go to BJPchats.com.

Follow Up 😰 vs Feedback 😀 (Ari Galper Sales Training Expert)

Posted on by brianjpombo

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Ari explains why it’s important to take the pressure out of the sales call by using Feedback rather than traditional lines like Follow Up, Checking In and Touch Base.

Checkout Unlock The Sales Game – https://unlockthegame.com/

Transcription

Ari: Never again use the phrase “follow up” ever again.

Now, what’s the only industry in the world that uses the word follow up?

Brian: Sales.

Ari: Exactly sales!

You’re being instantly associated with that negative salesperson stereotype.

Hi, I’m giving you a call as a follow-up to move things were towards the sale.

Brian: Yep.

Ari: You’re killing it. Right there. It’s over.

Here you are a heart-center professional, you’re not salesy.

You’re just a nice person, but your languaging screams, Hi, I’m just checking it out.

There’s another one “checking in.”

There’s one more classic, remember the old school one, I’m giving you a call to “touch base.”

It’s so 1980s, you know, the minute you use that languaging it’s over.

Now, there’s still nice to you, they still talk to you, but they don’t tell you the truth because you’re just been tagged with that horrible stereotype.

No matter who you are, I don’t care if you’re a CEO, or a lawyer or an accountant, it’s over.

So I’m going to ask you all right now to replace that phrase with this instead. This because right from our program, I’m giving you a call to see if you have any feedback from our previous conversation.

Any feedback from our last meeting, any feedback from the proposal.

Feedback is going which direction?

It’s going backward away from the sale.

Follow-ups going where?

Towards the sale.

Remember when I said in the beginning, you have to take the pressure out of the process, do not create momentum. This is the complete opposite of the entire sales industry, which is all about moving things where forward.

I’m saying move things were reversed, that’s what creates authenticity, that creates trust because you’re not doing the behavior and process everybody in the world knows at, Hello.

For full conversations, go to BJPchats.com.

Trust-Based Selling: Never Chase Ghosts Again 👻👻

Posted on by brianjpombo

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Sales expert Ari Galper talks about the power of finding the truth of where your prospect stands first, rather than spending time “chasing the sale” as most sales people have been trained to do.

Checkout Unlock The Sales Game – https://unlockthegame.com/

Transcription

Ari: Let’s say you’re having the first call with somebody over the phone, a potential client or prospect. They could believe that they’re qualified could be a good fit.

All this good, you’re looking forward to it call kind of comes to an end.

What do we typically say to somebody at the end of a call like that?

Not a trick question, but what are we trained to say to somebody, if we have someone on the hook, and they’re pretty qualified, what do we normally say to somebody and then a call like that?

Brian: Are you ready to buy?

Ari: Yeah, we say something like, let’s take us next step right you have a copy, a demo. We’re conditioned to move things in which direction?

Brian: Our way.

Ari: Right, that’s our normal trigger from our past conditioning.

Brian: Sure.

Ari: But what happens if you try and move somebody forward and they aren’t ready yet? What do you break right there at the beginning of the process with them?

Brian: You’re kind of breaking trust, right?

Ari: That’s right. That’s what happens.

So let’s reverse it. same scenario.

Calls going well, a call comes in. And rather than saying, Hey, how about, we go to our next step?

What we say instead, is this based upon our approach and our mindset, what we say is this, we say, Where do you think we should go from here? (says words slowly here)

Now, how does that change the dynamic of the moment?

So it makes them willing participants in the process, right?

So you’re shifting the power over them now and usually, when you say to somebody, where do you think we should go from here?

They’re usually in a state of shock. They can’t believe somebody in business would actually ask them what they want to do. This is revolutionary. And you know, what’s funny is when you say to somebody, usually, they say things like, I’ve got one more question. You know, what comes out all of a sudden, the truth, and hat is your goal.

Your goal is no longer to focus on making a sale anymore. Your goal is to focus on the truth of where they stand because you don’t get that from the beginning. you chase ghosts your entire day.

Your whole pipeline is full of people who express interest, but you know, they never convert. And that’s the game we’re stuck in. Stuck in the dysfunctional, brainwashed process that we think is our reality, but we’re the ones quitting because we don’t have an exposure to realize we’re the ones causing that to happen.

For full conversations, go to BJPchats.com.