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Ari Galper began his sales career at 18, when he went door-to-door selling mobile phones to businesses. He quickly discovered he had a knack for selling when he became the youngest and most successful salesperson out of the 20 other salespeople in his region. Ari worked in high-level sales training positions for large US corporations, including UPS and Qualcomm. He then went out on his own and created an entirely new sales mindset and methodology, called Unlock The Game®.

Ari uses a no-pressure sales approach that refocuses the sales process away from closing a sale and toward building genuine trust with prospects. By focusing on trust and not trying to ‘close’ a prospect, the truth of whether there is a sale or not uncovers itself quickly. Ari’s methodology of trust-based selling applies beautifully to case acceptance and presentation in dental practices – and by the end of the episode, you’ll see how you can implement it for yourself.

 

In this episode we discuss:

  • [3:18] What is ‘Selling’ and more specifically, what is trust based selling?
  • [15:32] How do you deal with the “I’ll think about it” question when it comes up with a potential customer?
  • [19:55] Typically with a new sales lead, they only give you the tip of the iceberg, they don’t go below the water line because they don’t trust you yet … take the time to ‘understand’. Your job is to go down the iceberg.
  • [22:15] What is the first step in gradually ‘going down the iceberg’ with someone?
  • [25:04] How do you know when to go deeper? Is there a process?
  • [26:35] When you take the pressure off the sale, and a person acknowledges that they’d like to think about it … what do you do next?
  • [27:20] In a one-step sale, what is the relationship between sales and marketing?
  • [29:06] Trust versus credibility – what’s the relationship?
  • [30:40] When it comes to selling … What are some of the more harmful views and myths?
  • [33:53] Rejection is not part of the game of selling.
  • [34:34] The problem with free consulting.
  • [36:45] The reality is, they really don’t care about your solution, they are only interested in whether they can trust you.

 

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