Trust Based Sales with Ari Galper S1:17

Let me think about?!

This is a common response many people hear from prospects when making sales calls. It’s those passive dismissives that often get thrown back at you at the end of a call to politely tell you – “we’re not interested.”

One story in particular that Ari shares is the time he made a sales call to an executive team of a large company. In Ari’s words “there was so much chemistry in that call it was like a love-fest!” By the end of the call, Ari was convinced he had made the sale. He had followed every step in the classic sales cycle… building rapport, handling objections, the close etc.

At the end of the call, the prospect said “Ari this is great we love it! Look, give us a call in a couple of weeks. Follow up with us and we’ll move this thing forward.” Ari thought he’d hit a home run. But in a twist of fate, he didn’t hang up the call properly and unintentionally got to listen in on the prospect’s conversation in the board room moments later. In essence, they made the call not to work with him, but to use him for information and engage with a cheaper vendor.

This was the pivotal moment that drove Ari to look at a new way of selling. A way that brought trust and honesty back into the sales process.

 

The Bubble of Vulnerability

Ari began to shift his mindset away from focussing on the sale and rather building trust with qualified prospects. It set the foundation for the next 20 years of his professional career. Unlock The Game is the result of Ari’s transformative approach to selling based on trust, integrity and authenticity.

The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution.

 

So What is Trust-based Selling?

According to Ari, there has been “a brewing revolt against traditional sales methods for a long long time. for a long long time. People have been burnt, rejected, taken advantage of for years, and they know at ‘Hello’ when you’re in that game [or not]. Trust-based selling is a response to traditional sales methods. Individuals and organizations genuinely want to partner with and purchase from people they trust. Many times, people already know what their problem is and what solutions or products they should be considering. In a world where every product looks the same, what buyers are looking for is someone they trust to deliver the solution for them.

Ari says it this way: “They don’t really care about how you solve [their problem] – they just care about whether you’re the one to solve it or not.”

 

Three Sales Myths

For sales people and business owners who have read all the sales books over the years, such a paradigm shift to you sales approach might be hard to process. If this is the case, Ari offers three myths about sales that might help re-program your thinking.

 

Myth #1 – Sales is a Numbers Game

This idea permeates the sales world. It’s been around since the 1980s and came from the idea that the more contacts you make, the more sales you make. What Ari and his team have discovered is that in the new economy, it’s not about how many contacts you make anymore. It’s about how deep you go on each conversation. The emphasis is no longer how good you are and how many phone calls you make.

Myth #2 – The Sale is Lost at the End of the Process.

Traditional sales methodology suggests a sale is lost at the end of the process. That you didn’t nail your close, or you mishandled an objection. What Ari has discovered is that in the new economy the sale is not lost at the end of the process but rather at the beginning. At “Hello.”

Myth #3 – Rejection is a Part of the Sales Game.

Traditionally, based on a numbers approach to sales, rejection HAD to be a part of the sales process. The old attitude was to suck it up and grow a thick skin. That’s just what happens in sales. What Ari discovered in his research is that rejection only happens when we lose trust with our prospect. There are certain things we do and say in the process that force the prospect to put up their guard.

 

Talk About Problems Not Solutions

Ari suggests that when you enter a sales call, you should do so armed with an inventory of the two or 3 problems that your organization solves. then you begin the conversation acknowledging the problems your prospect is experiencing. Peeling back the layers on these problems and showing empathy for the situation, means you can begin to talk about the ROI for solving the problem and the impact that NOT solving the problem might have on the business.

There is a point in the conversation at which Ari identifies a key question that needs to be asked: “Is this a priority for you?” He is so intentional with this question that when describing it to us, he said every word with a period! Is. This. A . Priority. For. You?

 

Ari describes the conversation to be similar to a therapist and their patient. A patient who doesnot acknowledge they have a problem (or doesn’t want to fix it!) is the worst patient to have. So ownership is an important part of this process.

 

 

The One Phrase You Should Never Use Again!

There is one phrase that is only used in the world of sales. “Follow-up.” “I’m calling to follow-up.” “I just wanted to follow up on our conversation last week.” “Hi, this is just a follow-up call.” Ari suggests this puts the prospect in a defensive frame of mind, where they may feel on the back foot or taken off guard. Rather than the words, “follow-up,” Ari invites salespeople to shift their language. “Hi, I’m calling to ask if you have any feedback on our last conversation? Any feedback on our last meeting? Any feedback on the last email?”

The purpose of asking for feedback is to elicit the truth. You are going to determine whether or not you are a good fit to do business together. They are going to raise their concerns if they have any, or they are going to talk about their thoughts around next steps.

Most of the thoughts and ideas Ari shares in this podcast seem antithetical to the way you have always learned to approach sales. For this reason, we encourage you to listen in to this conversation and hear Ari talk more about why Trust-Based Selling is so crucial in the new economy.

 

You can find out more about Ari Galper and Trsut-Based Selling from his website Unlockthegame.com