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

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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.

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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.