Tag: Ari Galper

Qualifications or Experience? 🤔💭 (What Matters Most?)

Posted on by brianjpombo

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Thoughts on qualifications and experience from a question Brian received on one of his older daily videos.

Transcription

Qualifications or Experience?

Hi I’m Brian Pombo, welcome back to Brian J. Pombo Live.

Over the last handful of episodes that we put out, five, I think to be exact, we had an interview with Ari Galper and if you didn’t get a chance to watch that, go back and watch those episodes is really good stuff.

Ari is a guy with a whole lot of experience, and qualifications. So really interesting in terms of a different perspective on sales, and sales is a huge part of business so really good to check out.

What we deal with here a lot, is ideas, concepts, principles, strategies, tactics that you can use in your business, if you’re the business owner, or the executive, where you’re in charge of making decisions and getting things done.

These are the types of things that we talk about here and we talked a lot about the principles that apply to businesses across the board, or at least when it comes to strategies. We deal with the questions that you should be asking yourself.

I got a great question here, off of one of our YouTube videos out there, that this was off of the Five Excruciating Steps to Becoming a Business Strategist. This is from Danny, he just posted this a couple of days ago. He said, If you were to redo your career, from scratch as a strategist in the year 2021, with the knowledge you have, would you focus more on qualifications or gaining experience?

This is a very interesting question and it might require some back and forth, but I’m going to try to answer it as best as from what I understand he’s asking here.

So thank you very much for the question, Danny, and anyone else that has questions, please leave a comment wherever you’re watching or listening to this, you can always go to BrianJPombo.com. Go into the media section, and find this video or any of the other videos and leave me a comment and a question doesn’t even have to do anything with the video.

So this is a great question because there’s an ongoing argument over qualifications versus experience and it’s asking me specifically what I would do. And for me hands down experience over qualifications any day.

Qualifications is an extremely subjective term and it all depends, it’s very much dependent on the person that’s judging you, you know, you’re judging whether you they think you’re going to be good judging whether, whether they’d like to do business with you, and so on, so forth.

So that’s where qualifications really come into play for what I do. There are no qualifications. There’s no degree on business investment or strategy, not in the way that I do it.

And so many of the things that I’ve done, actually, most of my life, one of the main reasons why I never finished college, as a little tip there, I never finished college is not that I couldn’t, or that I didn’t have the ability to, it was more of one of these things where I kind of listed out all the different things that I wanted to do it like in life at that time.

None of them required a degree and a degree wouldn’t really help me in any of those areas.

And the areas I was already doing well in, able to get positions to work in, and so forth, they didn’t require degrees either and it wouldn’t really help.

Now, in some cases, people are looking, especially if you’re in a job market where it’s tight, and the employer is kind of in charge, and they got a whole bunch of people applying, they may have that one last thing that they’re looking to balance someone out by and they’ll say, well, this guy’s got a bachelor’s or a master’s and this guy doesn’t and they’ll go with that.

Now, I’m not saying it isn’t useful. qualifications are very useful, but it very much depends on what you’re looking to do and qualifications really matter in very specific fields, medicine, a lot of these ones where the specific knowledge that you have or specific knowledge, or the license that you hold, it’s necessary to have the qualifications.

All these things are very much important in those areas in the areas I’ve been interested in my whole life. Most of them don’t require any qualifications whatsoever. If there are qualifications, they tend to be very much on that subjective level in terms of well have you done this?

Or do you have experience doing this but see the qualifications fall back into the area of experience?

So I will go with experience any day of the week in gaining more experience. In fact, I’m looking at a couple of partners that I’m looking to work with over the next couple of years here.

I’m more interested in the experience that I’m going to get from working with these people. And the type of projects that we’re doing the 10 times more than the amount of money that I’m looking to make, even though I am expecting to make decent-sized money, that’s not the point, the experience is more important to me.

Experiences is so important because it only allows you to build up and up and up and up a qualification is it’s a very static thing.

People just don’t ask me, they don’t ask me what my qualifications are when I’m looking to meet with somebody, the closest thing I’ve gotten to in the past, which I’ve rephrased in the before is looking for testimonials and things of that sort.

A lot of people will mistake that for qualifications and it’s really not, it’s really more in the field that I’m in, it’s more of I don’t trust you is what they’re saying, when they’re looking for a whole lot of background for what you have accomplished or what you’ve done. So there’s a trust factor there.

This is one of the main reasons why I’ve written the book, I have these ongoing things I do strategy sessions on a regular basis, record them, have them available for people to be able to view and be able to show my background, my experience, because a lot of the stuff that I deal with, it’s very personal.

And when I’m dealing with larger companies, you know that the stuff that I’ve that the programs that I’ve worked on with Shell gas, or with Jaguar, or with Craftsman Tools, these type of things, they don’t necessarily apply to everything I’m doing today.

And at the same time, I don’t have the ability to disclose what I did for them. So it’s one of it’s a, there’s a lot of catch 22 in the type of area of business that I work in.

Some of the most amazing things I can talk about, but I can’t tie the back to a specific person, and I can’t have them, give me a testimonial and just that doesn’t fit.

So not that testimonials aren’t important, we’ll talk about that another time.

But qualifications versus experience, no doubt in my mind for me, for me, in my field, the type of things that I’m interested in experience matters 100 times more, and it becomes a qualification unto itself.

If you really it as long as you gain understanding from the experience.

Hopefully, that makes sense Danny? If it doesn’t, reply back, let me know what you think about that.

If I’m hitting your question just right, or whether you meant something else, I’d love love to hear it.

Anyone else has questions, please be sure and leave them it’s there my favorite videos to make are either question and answer like that, or a back and forth with somebody having a good solid conversation about some of these principles.

That’s my favorite and hopefully, it’s helpful to you too because I know the things that I’ve viewed and listened to in the past that have had these types of concepts ripped apart, they’ve allowed me to gain the experience to be able to move forward.

So if you’d like more experience, and I don’t mean you actually do it, but you experiencing it through me and through other people. If you would like more experience in the term and the concept of business strategy. I’m going to highly recommend you go check out my book, 9 Ways to Amazon-Proof Your Business, you get a free copy at AmazonProofBook.com.

I’ve just recently reviewed it again going. It’s horrible going back and reading your old material and saying, Oh my gosh, this is horrible.

Why didn’t I change this or this or this?

It’s really good stuff, you’re gonna love it.

For me personally, I would have rewarded a few things, and so on so forth. It’s still I’m also amazed at how much I was able to fit in a very tiny book. It’s a little book, but you can get a free copy at AmazonProofBook.com if you go right now you can also see there’s a deal in there on how to get an audiobook and I’m going to be sending out that audiobook version very soon.

I know I’ve been saying that for a while but we’re really on the tail end of finishing that up and you’re going to be able to see it in all your audio book stores like audible and iTunes and so forth. So you have a great night.

We’ll be back tomorrow. In the meantime, get out there and let the magic happen.

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)

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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.

Ari Galper: Unlock The Sales Game – Part 5

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Brian gives us his closing thoughts on our interview with sales expert Ari Galper

Full Convo ➡️ https://brianjpombo.com/bjpchats/

Transcription

Ari Galper interview review.

Hi I’m Brian Pombo, welcome back to Brian J. Pombo Live.

This is kind of a capper to follow up on the interview that we did with Ari Galper of Unlocking the Sales Game. We had a great interview, you can go back and watch it or listen to it.

Regardless of where you’re watching this right now just check the description for the link to that.

I wanted to talk about kind of what I got out of the interview initially. So this happened just a little over an hour ago and I want to kind of point out some things that I saw with it that I thought was interesting and might be helpful to you.

Number one, the thing that happened behind the scene that you didn’t get to see is that Ari has a very well-organized process for taking on an interview.

So he has a media kit that he sends out beforehand, which is really helpful if you’re a podcast host, and you interview people. You have conversations with people on there, that type of thing is really helpful in scrape because our is kind of high profile.

He’s one of these people that I already knew who he was long before I ever interviewed him. But having that extra piece really helped out a lot. He also had a thing in there called an interview kit that goes through the type of things that he’d like to cover.

And some of the points and he even talk to me before the thing happened before our interview, started filming. We discussed the type of things that he’d liked to have covered again, just to make sure that I caught it off of the interview kid.

This is really important if you’re the type of person that’s getting out there, and you want to stand out more, which I talked about a lot.

If you’re looking to stand out, and then you’re going to want to be interviewed, and if you’re going to be interviewed, you got to make clear what it is that you’d like to cover.

If you can, if you can go through that with the interviewer ahead of time. That’s really helpful. So that was really cool to see and that’s the thing you don’t you wouldn’t notice on your end of things.

Another thing is that already does is he creates a new language.

If you saw what he did with that interview, or got to hear what he did he because he actually points it out. He says, don’t say this anymore, don’t say “follow up” anymore, don’t say these terms anymore.

Replace it with this, try this language.

I mean, I love some of his phrasings, chasing ghosts, right?

His new questions like, would you be open to that, these are really subtle, but very important when you’re attempting to get attention when you’re looking to stand out when you’re looking to grow your crowd, and the hand that people that are interested in what you’re bringing out, and you’re looking to get your message to them, then you have to switch things up quite a bit.

Having your own language, having your own phrases that aren’t typical, that aren’t usual, that make a person stop and think.

I mean, that’s really his entire philosophy. If you think about it, his entire philosophy is to slow things down and reverse the way that people look at you. So you can learn both from what he says but also from what he does, which is really cool.

The third thing that I noticed is just that main point of communication, of how to communicate properly, he talks about it from a sales perspective.

And if you don’t consider yourself a salesperson, I understand most people don’t. But if you understand that everything is sales, everything is a sale, whether you’re a salesperson or not.

It’s all about communicating.

And so it would be helpful, I think, for you to look further into Ari’s materials, go and look some more stuff about them watch other videos that he’s put out, and so forth, check it out.

I can’t wait to check out his new book as it comes out The One-Call Sale that should be really interesting.

Communication is prime and if you can be authentic and honest, and at the same time attempt to get honesty back from the person you’re communicating with. That makes all the difference in the world.

If you got nothing else out of this interview, hopefully, you got that.

So I just was so happy to have Ari on with us. It was a great time. Be sure and go check out his website, UnlockTheGame.com.

Ari Galper: Unlock The Sales Game – Part 4

Posted on by brianjpombo

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Part 4, of our five-part interview with Ari Galper of Unlock The Sales Game.

Topics covered in this episode

  • Trusted Advisor vs. Trusted Authority
  • Fall Out of Love with Your Solution & Fall In Love With Their Problems
  • Ari’s Upcoming Project (Book/Show): The One Call Sale

Full Convo ➡️ https://brianjpombo.com/bjpchats/

Transcription

Brain: We can go on and on Ari, I saw a clip of one of your videos, you had said that 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, presale.

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.

There’s a metaphor we use around here, you know, you become the doctor, they’re the patient.

Doctors don’t become your friend, doctors, I got a new bumper sticker coming out for the back of your car, you know, the bumper is just gonna say that doctors don’t do coffee. Doctors don’t do LinkedIn. Doctors don’t do networking.

Doctors have a system and a process to diagnose and solve a problem and get paid for it before it’s even solved, which is genius.

I’ve taken that concept applied it here. And this is a radical shift.

Let me tell you right now, if you’ve spent your whole career in the old way, this won’t be easy for you. Because you’ve been brainwashed the old way of doing anything, you got to be deprogrammed out of that.

And you got to be open minded to upskill yourself to the modern age.

Otherwise, we’re gonna be going through a lot of pain chasing ghosts, playing the numbers game, and wondering why you’re not very successful, or hitting your potential.

If you don’t align yourself with how the market is now, which is wanting someone they can trust. Not here’s the funny thing about this, too, is that the world’s become so commoditized that your potential clients can’t determine and discern whether your solution is best for them.

They’re not qualified, they’re not living in your world.

See, all they really ask themselves the entire time is not is this solution, right, for me?

He’s asking the entire time, do I trust him, do I trust him, do I trust him?

They don’t really care about how you solve their problem.

Does a patient really care about what chemicals go into medicine that solves their problem, they don’t care. They’re like, okay, whatever you say, Doc.

And here we are all here’s what we do. We brought these services, they don’t care about your solution. I tell my clients fall out of love with your solution, and fall in love with their problems.

Brian: So good, fall in love with their problems. That’s awesome.

There’s been so much here, and I’ve heard you, I’ve heard you speak before. I’ve heard other interviews with you already. And I got a lot out of it just today, just being able to sit here again with you.

And then my mind’s already going in a bunch of different directions.

Is there anything I haven’t asked you that you’d like to answer?

Ari: Well, I will mention I’m working on a new book right now, and a new Internet TV show.

And the book shows them they called, The One Call Sale.

And I have invented a way to compress a sale cycle to one conversation. I don’t mean cold calling, I mean, a scheduled call with somebody assuming they’re qualified.

If you follow my system, you should be able to have a 100% conversion rate.

Brian: Excellent.

Ari: Every single person you speak with, if you follow this model. That I do have now and I teach it’s going to go in my new book, which should just be a bomb and the whole industry.

You should be able to convert them into a yes or no at the end of the call, without pressure, without chasing, without pitching, without awkwardness, through a deep trust process where they feel comfortable enough telling you the truth where they stand.

And maybe we can do that on another interview if you want when that comes out.

Brian: Yeah, absolutely, love to have you back on and talk about that. That’s fabulous.

And you said there’s a show that’s gonna go along with it?

Ari: Yeah, I’m working on a new show right now called, The One Call Sale, with Ari Galper.

And it’s going to be me doing consultations with potential clients who apply to be on the show, and I literally do sales therapy with them, right. Kind of unpack and unravel all their ghosts in their mind to help in transition to the new way of thinking.

And that’ll be as part of the segment of the show. You can watch on YouTube weekly.

And then there’s gonna be some stuff in there it’s gonna blow your mind.

Brian: Wow, can’t wait. It’s really cool stuff already.

How can people find out more about you and, Unlocking The Game?

Ari: Best place to go is like it sounds www.UnlockTheGame.com.

As intro course they’re, putting yourself out there all the time.

Probably if you’re serious about putting this up to get a result. Reach out to us for a free consultation that we have on the website in the corner there.

Don’t be afraid you won’t be hearing a sales pitch from us. Don’t worry about that.

You’re going actually going to have to ask us if you want more. We preach what we teach. So experience what it’s like to talk to someone who you can get help from without being sold, see what that feels like.

Brian: That’s great.

There’s so many different levels here and I’d love to have you back on to dig into it some more. Ari Galper, thanks so much for being on Brian J. Pombo Live.

Ari: You’re welcome. Thanks, Brian.

For full conversations, go to BJP chats.com.

Ari Galper: Unlock The Sales Game – Part 3

Posted on by brianjpombo

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Part 3, of our five-part interview with Ari Galper of Unlock The Sales Game.

Topics covered in this episode

  • Art of Creating Authenticity: Feedback Not Follow-Up
  • How to Avoid the Guessing Game & Get Down to The Truth With People

Full Convo ➡️ https://brianjpombo.com/bjpchats/

Transcription

Brian: It’s really amazing how the simple, subtle ideas that they’re based on big principles, though, you’re talking about being more authentic about putting more emphasis on finding out the truth from them, versus trying to get your way with them.

But you do that through such subtle methods of slowing down, asking a question at a very key time that you don’t want to know the answer to most salespeople want to know the answer to that.

But it’s important to know that, it’s important to know where they’re coming from. So that’s, that’s just fabulous.

Ari: So the other one is this idea is what I call getting to the truth of people.

Now, what does that mean?

What that means is having them feel comfortable telling you where they stand, so you know exactly where they’re at. You’re not playing the guessing game anymore.

So I’ll take a quick story.

I recently had somebody call my office, they got through my team got to me and the phone rang and I pick it up and I hear this, I hear, Mr. Galper?

I said, Yes.

And I hear, my name is John Johnson, change the name, I’m with XYZ company.

They’re big global company, like billion dollar company.

And he says to me, look, we’re looking to bring someone in to change our sales culture and our performance, the world has changed, but our team has not changed and from a skill set.

And we’d like to know, first of all, why should we go with you?

Why are you the best and give me your best sales pitch.

He says to me of all people in the world, so I took a deep breath. I’m a human being too, their big ass company, right?

I lowered my voice, I got centered my approach. And I said to him this, I said, well, isn’t that interesting?

Then I paused, and I said to him, over here at our company, we have a similar process to you, where we ask some questions, gather information to see if we’re a good fit. And if we’re a good fit, we decide where to go from there.

I said to him, would you be open to that?

It’s all said to him.

Then I heard nothing on the phone like dead silence like, oh my God, he’s still there. But I feel this breath across the phone, he’s breathing, he’s like, this air came across, I could feel his shoulders is dropping, you know?

He became a human being again, he got out of his cave and I was armouries he was carrying. He lowers his voice and says to me, okay, sure, what kind of questions you have for me.

Next thing I know within five minutes we’re having a nice conversation human to human and a dialogue to discover, one he’s not a decision maker, two he has no budget and three he just curious as to what I do.

So if you want for some videos at my website, I hung up the phone.

Now what did my process just saved me months of?

Brian: Chasing a ghost.

Ari: Stress, time and it’s actually this drug in our bodies is latent, but it’s tricky with inbound calls like that, you know, what the drug is called?

Brian: Whats that?

Ari: It’s called, opium, you know, the opiate drug?

It’s an inbound call like yes, I got the call you go to your team, guess what, I got it on the board, big deal pending.

You tell your partner, your wife, guess what husband, we’re going to feed you this year, this is the deal of a waiting for my old career. And you get the opium drug, you’re so excited.

And then you call the guy back and you get their voicemail like what he’s not, he’s not there. Then you go to your computer and you write an email you say, hi, I’m writing you to what to to follow up.

Brian: Yep.

Ari: And you get no response back.

I’m going to ask your listeners, your viewers, right now to take a verbal oath with me. Not a legal one, a verbal one. Post Ari, after the recording to never again, use the phrase I’m about to give you, ever in your career in selling, ever again.

If you’ve been a sales for a long time, this might hurt just a bit. Hopefully that’s okay.

I’m going to ask your viewers and listeners to never again after listening to this recording use the phrase again.

Here it is, ready for this?

Never again use the phrase, “follow up” ever again after this recording.

Now what’s the only industry in the world that use 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 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 out…there’s another one, checking in is one more classic.

Remember the old school one, I’m giving you a call to touch base. So 1980s, you know, and the minute you use that languaging it’s over.

Now there still a nice to you, they still talk to you. But they don’t tell you the truth because you’ve 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. That this comes 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 proposal, feedback is going which direction it’s going backwards, away from the sale, follow ups going where towards the sale.

Remember, when I said at the beginning, you have to take the pressure out of the process, remove it, 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 reverse. That’s what creates authenticity, that creates trust, because you’re not doing the behavior and process.

Everybody in the world knows at hello, look, the world has changed. As you know so dramatically recently and here’s a whole industry still selling the old way from 1980s.

Using the old languaging, the old mindset, following up, chasing multiple steps.

It’s crazy.

You think about it, the potential clients got a problem.

All they want is is it solved.

They want to find someone they can trust.

They don’t want to go through all these hoops to get there.

What do we do?

We make all this drama and all they want is someone they can trust.

Brian: Absolutely. That’s fabulous.

So important and this, I just want to remind all the listeners and viewers, go back, rewatch, relisten to this, because there’s so much gold in there, so many important pieces that you could pull out and be able to use right away regardless of what section of the sale you’re involved in.

Whether you’re the owner or executive or so forth, you got to know that these things are occurring, and that you’re going in the right direction and setting up the right trust based selling process.

For full conversations, go to BJPchats.com.

Ari Galper: Unlock The Sales Game – Part 2

Posted on by brianjpombo

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Part 2, of our five-part interview with Ari Galper of Unlock The Sales Game.

Topics covered in this episode

  • Building Trust to Create an Open, Comfortable Sales Environment
  • Why Most Sales Are Lost at the Beginning of the Process, Not at the End
  • Why Sales is so Much More Than Just a “Numbers Game”
  • 1 The Power of Trust-Based Languaging
  • Never “Chase Ghosts” Again
  • How to Remove the Pressure from a Sales Call

Full Convo ➡️ https://brianjpombo.com/bjpchats/

Transcription

Brian: Wow. So you talked about running into that brick wall of, you know, just seeing reality for what it was.

How did you get from that point, to figuring all this out, how did you come across that?

Ari: Actually that was my trial and error right there. I had enough. I was like, I’m done with this, I’m not gonna treat myself like this ever again.

I felt asthought I was mentally abused. I felt like disgusted.

I quit my job and I said to myself, enough is enough.

If this has happened to me right now, it’s probably happened to 1,000s of people all over the world, millions of people who don’t even recognize they’re being treated this way.

And I literally sat down and came up with my approach that basically became a bomb in the industry and revolutionize everything, and really helped people see the truth.

That’s why I created my, Unlocking Game System, which we could talk about today and share with you insights and ideas and help people who are also experiencing this every single day losing tons of money, because they don’t know any other way of doing it.

Brian: So tell us more about, Unlocking The Game.

Ari: Sure, there’s sort of like three core principles behind the system.

And I want to clean out the mental harddrive that your listeners probably have right now, right?

What they believe selling is, so I can pour in some new ideas, because it is a mindset shift.

And the first core sales method is why I’m sure you heard this one before that sales is a numbers game. That’s a pretty common myth.

Where the more contacts you make, the more sales you’re supposed to make. That’s the concept, right?

Because the more people you meet, the more phone calls you made, the more demos you have, will miraculously somehow it’ll trigger out more results.

Well, we discover in this day and age now in this economy, it’s not about how many contacts you make anymore. It’s about how deep you go on each conversation, how good you are trust building, not how good you are, how many contacts you make, or how many meetings you have, or how many demos you have is the opposite of how people view the process.

Number two, is kind of a big one that the sale is lost at the end of the process.

I’m sure you’ve had deals pending before. Where it all looked good, all positive and at the end it just like, fell through, right?

Brian: Yeah.

Ari: So we discovered in our research that the sale is not lost anymore at the end of the process, it’s now lost at the beginning of the process, even at hello.

I’ll prove it to you right now come and find a way, if someone calls your office tomorrow morning, you pick up the phone and you hear, hi, my name is, I’m with, we are, what goes through your mind in about three seconds?

Brian: It’s a salesperson.

Ari: It’s over at hello, isn’t it?

Your guard goes up, you pull back, and now you’re in the game.

So I’ll make the case today that most of your listeners or viewers are most likely losing their sale, not at the end of the process, they’re most likely losing it at the beginning.

Now that they’re always doing outbound calls, but I won’t explain today why they’re losing their opportunities in the beginning and not the end, which is so, so contrarian.

I mean, every sales guru in the world teaches people to focus on getting the what?

Brian: The End.

Ari: The end.

Turns out, it was lost at the beginning, they got it all wrong.

So the last one is that rejection is part of the sales process, you have to accept it. If you aren’t thick skinned enough, if you aren’t tough enough, if you can’t take it, no, you’re not made for success.

That came from the old crusty sales manager who said, hey, it’s part of the game, get back out there, don’t give up, be persistent, just keep going.

Well, guess what we figured out?

We figured out that rejection is triggered by certain things and say you do unconsciously, that causes the other person to push back on you put their guard up, and force you to chase them.

And I’ll share with us those triggers today and your listeners and they’ll blow their minds to realize after all these years experience in the pain of selling never had to happen.

They were the ones triggering it.

Brian: Fabulous. Tell us more about those triggers.

Ari: Sure, what I’ll do is I’ll share with you some of those triggers underneath the principles. I’ll share with you around what we do and how the system works. And I’ll also share some of them are what we call our trust based languaging.

So we invented our own language set that replaces all sales scripts that go out the window, but designed to build trust with people authentically with the right mindset.

And the first core principle is a principle of always be defusing pressure, always be thinking about constantly, how to remove the pressure from the process.

So the walls come down and they feel comfortable telling you where they stand without any games anymore.

Let me give you example, a real example using our languaging.

Let’s say you’re having a first call with somebody over the phone, a potential client or prospect. And the call is going well.

They could know that they’re qualified could be good fit. All this good.

You’re looking forward to it, the 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 trying to say to somebody, if we have someone on the hook, and they’re they’re pretty qualified, where 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 the next step right, have our copy of a demo. We’re conditioned to move things which direction?

Brian: Our way.

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

Brian: Sure.

Ari: What happens if you try and move somebody forward and they aren’t ready yet?

What do you break right there at the beginning your 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 is, that 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?

And I’ll say it again, where do you think we should go from here?

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

Brian: Well it makes them willing participants in the process, right?

Ari: So you’re shifting the power over them.

Brian: Yup.

Ari: 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 like revolutionary.

And you know, what’s funny is when you say to somebody, usually they say things like, I’ve got one more question. Or what about this, you know, it comes out all of a sudden, what comes out is the truth and that 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, conditional brainwashed process that we think is our reality.

But we’re the ones creating because we don’t have an exposure to realize we’re the ones causing that to happen.

And that’s our core principle number one, is take the pressure out using our trust based language.

You know, what did you notice when I said, where do you think we should go from here?

Brian: That you’ve slowed down, so to make sure they’re paying attention, and to really let it sink in that the balls in their court now.

Ari: So one of the triggers or rejections is languaging, the words that you use, right.

The other one is momentum, when you say, hey, where do you think we should go from here?

It’s over.

When you say, where do you think we should go from here, which sounds very, very slow, because we’re so hyped up to move things forward. But when you slow things down, human nature is a step in and engage.

When you speed things up, that creates momentum, momentum creates pressure, and pressure slams back on top of you.

So part of our shift is lowering your voice, slowing down and becoming a human being again, and get a robotic process and take the sales armor off of you. That makes you inauthentic with people and shows you really care about yourself and not them.

For full conversations, go to BJPchats.com.