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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.

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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.

Podcast: Play in new window | Download

Our five-part interview with Ari Galper of Unlock The Sales Game begins.

Topics covered in this episode

• From a Done Deal, to a Day I’ll Never Forget
• Unlock The Game: A Whole New Approach to Sales

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

Transcription

Brian: Ari Galper is the world’s number one authority on trust-based selling and has been featured on CEO Magazine, Forbes, Inc Magazine, Sky News and the Australian Financial Review.

As trust becomes the most important currency in the new economy, the act of selling is a dehumanizing process with endless chasing, has been completely reinvented and anchored in the timeless values of integrity, and trust, through trust based selling.

In his best selling book, Unlocked The Sales Game, Ari describes his revolutionary sales approach based on getting to the truth, and why having a mindset of focusing on deep trust, instead of the sale is ironically, 10 times more profitable.

I’m happy to introduce Ari Galper, the world’s number one authority on trust based selling.

How’s it going Ari?

Ari: Very good, Brian. Thanks for having me. I appreciate it.

Brian: Yeah, Welcome to Brian J. Pombo Live.

Let’s just start out, just tell us a little bit more about you and where you come from.

Ari: Sure. So I’m from the US, originally from California. I live in Sydney, Australia right now been here for 20 years actually.

Meet my wife on a dating site 20 years ago. She’s from Sydney, met her in Los Angeles, actually met on a dating site back this is pre swiping days. It’s just photo and text and email. And then we started dating and came back to Sydney to visit her family got engaged there and then married and we’ve been here for 20 years now ever since.

Brian: Oh, fabulous.

How did you get into trust-based selling?

What’s your background there?

Ari: Prior to all that, I used to be a sales manager at a software company, we launched the first online website data collection tools, like website behavior. It’s called Google Analytics now, where you track the stats on website.

Back then we were the first one to come out with something like that, fast growing business internet was kind of taken off. I had 18 people underneath me, sales reps and the large opportunities came across my desk, I was kind of the first one to get those.

There’s one leak came across my desk and I call the contact back, you’d recognize them, it was a big company, lots of websites.

I call them, nice guy and he agreed to a demo and a conference call to see our product.

This was such a big opportunity, Brian, that if I close the sale, it would double the revenue of the company in one sale. That’s how big it was. So really excited. Everyone’s excited.

So they finally came Friday afternoon, four o’clock, never forget it. I was in a conference room with my CEO and the door was closed behind me.

We had one of those long conference tables in front of us in the conference room. And on the table was a speakerphone, the old school ones, you know, the corporate one. It looked like a spaceship.

Brian: I remember them yup.

Ari: Star Trek ones.

I hit the dial-tone, dialed the number my contact picks up is like hey, Ari, hey, how’s it going? Good.

And he says to me, Ari, let us tell you who else was on the line today.

I was like, oh, great.

Next thing I hear is, my name is John, I’m CEO.

I like wow, CEO of a whole company, that’s incredible.

My name is Mike, I’m head of IT.

Oh, this is good.

My name is Julia, I’m head of Global Marketing.

This is even better.

I mean, everybody on this call was basically a decision maker, you know, this is the goal but helping as often as possible. So always good there.

And I begin to introduce myself kind of describe what we do. Let me give him a live web demo over the web of their website, we collect it ahead of time and show him stats of what it looks like to see the live data.

I start showing this to them and going through it and I started hearing noise on the phone call like, wow, this is great. This is amazing. This is incredible. This is great.

They are asking me all kinds of questions.

You know, how do we use it?

How do we install it?

How’s it work?

How can we leverage it?

They are asking me all the right kinds of questions and I’m answering everything back as I should. There was so much chemistry on this phone call Brian, it was like a love fest on the phone.

You know what I’m talking about?

Brian: Yeah.

Ari: Like, it’s just so right, there’s no friction, everyone was there, I was in my element.

I had the CDs in my car, how to sell, I had the guru seminars, you know, I had the books, how to do everything. And I was doing what I supposed to do to build rapport, you know, answer objections.

I was doing everything in the books, you know, and it was awesome.

My boss comes over and gives me like a bit of a high five and my shoulders like you know, nice job. He’s on his phone, confident in the car he wants to get, the wheel color and all that because like this is such a done deal. It’s incredible.

The hour goes by, and my contact says to me, Ari already This is great, we love it. Look, give us a call a couple of weeks, follow up with us and we’ll move this thing forward.

I was like, thank you guy, you know, this is amazing.

I took my arm and I reach for the phone in the middle of the table. As I’m reaching for the phone. I’m reaching for that off button. As I reach for the off button, by complete accident, now I say by divine intervention. My thumb hit the mute button, instead of the off button.

They were kind of like right next to each other. And I clicked it by accident, and a small click happened, and they thought I hung up the phone.

That split second of voice inside of me said, Ari go to the dark side, be flying the wall you got nothing to lose, listening to for a couple seconds, go or no one’s ever gone before in the world of sales, you know?

So I was like, All right. So I listened in, they started talking amongst themselves like now I left the call.

So what would you imagine they would have hit on that call, not a trick question mode to imagine after a call like that you probably hear people like that?

Brian: You would think that it would sound just like it sounded in person while they were talking with you.

Ari: That’s what you expect, right?

But let me share with you that what I heard verbatim word for word. It’s why we’re all here today.

What they said was this, they said, we’re not going to go with him, keep using him for more information and make sure we shop someplace else cheaper.

Knife in the heart twist, I was in a state of shock. I couldn’t believe it.

I snapped out of it hit the off button.

With the wall in front of me, I said to myself, what did I do wrong?

I was competent. I was friendly. I wasn’t aggressive. I answered the questions. I met their needs.

I did every single thing in the sales playbook I was supposed to do that everyone teaches up until this day.

I had an epiphany, I realized that somewhere along the way, it has become socially acceptable, not to tell the truth to people who sell, right.

Brian: Yeah.

Ari: It’s okay to say things like sounds good.

Oh, send me information.

Oh, we’re definitely what, we’re definitely…interested, without having any intention of buying at all right?

Then I asked myself, why were they afraid to tell me the truth, why would they play this game with me?

And I realized that there is an invisible river of sort of pressure that flows underneath every conversation you have somebody pre-sale.

Now they can’t see it, and you can’t see it, but it’s there. And if you aren’t consciously aware of it, and are removing it from your process all the time, what will happen is, they’ll feel comfortable putting their guard up, not telling you the truth, giving you breadcrumbs, hoping you you get excited, and forcing you to chase them without any intention of buying.

It always lead to a very dehumanizing unethical process where you pretty much feel like you’re at the bottom of the barrel, and you’re like, you’re chasing ghosts.

And you’re like, how do I get here?

That’s what I realized, I’m going to come up with my brand new approach, a whole new way of doing this that breaks that pattern.

That’s why I created my, Unlock The Game Trust-Based Selling Mindset Approach.

Where the whole concept as a real shift is not to focus anymore on the end goal of your sale. But the goal instead is to focus 110% only on trust building with them to build this bubble of vulnerability where they feel comfortable opening up to you, and telling you the truth of where you stand.

So you’re no longer guessing and chasing these ghosts in putting yourself in a position that lowers your humanity. And that became my whole unlock the game Revolution 20 years ago, which is picking up a lot of speed right now in this economy.

People are really tired of all those games. That’s pretty much where it all came from.

For full conversations, go to BJP chats.com.