Trust‑Based Selling: How Ari Galper Accelerated Complex B2B Deals by Earning Trust, Not Chasing Them скачать в хорошем качестве

Trust‑Based Selling: How Ari Galper Accelerated Complex B2B Deals by Earning Trust, Not Chasing Them

In this episode of Sales Talk for CEOs, Alice Heiman sits down with trust‑selling pioneer Ari Galper to reveal why traditional sales techniques are failing in today’s climate and what CEOs, Founders, and Sales Leaders must do instead. Ari argues that trust isn’t a byproduct of selling; it’s the core of it. Actionable takeaways for leaders: Train your team to lead with questions, listen until they share the full context of their problem. Replace “follow up” emails with “feedback” outreach. Always end meetings by scheduling the next appointment, don’t leave it to chance. Chapters (01:35) Guest Introduction: I welcome Ari Galper and invite him to share his background as a trust-based selling expert. (02:46) Defining the Audience: Ari describes who he serves, focusing on entrepreneurs and CEOs with high-value sales teams. (03:30) Trust-Based Consulting: Ari explains his approach of hands-on consulting, training, and live deal coaching for clients. (04:10) Listening for Trust: We discuss the concept of actively listening for trust in sales conversations as a powerful tip. (05:00) Trust Without Relationship: Ari challenges the notion that trust requires a deep relationship and presents his alternative model. (06:30) The Doctor-Patient Model: Ari illustrates building trust by diagnosing problems with empathy and expertise, rather than rushing to solutions. (07:43) Establishing Trust Early: I reflect on how consistency and relevance before the first meeting help foster trust with prospects. (08:49) Upfront Engagement: Ari shares trust-based language for opening a sales conversation focused on the client's story. (09:54) Diagnostic Conversations: We explore the importance of being present, listening deeply, and crystallizing the core client issues. (11:55) Trust-Based Questioning: Ari offers a series of problem-centric questions designed to help clients recognize the true cost of inaction. (13:43) Multi-Stakeholder Trust: I highlight the challenge of earning and aligning trust across different decision-makers in complex sales. (15:20) Building the Business Case: Ari discusses anchoring the sales process with a business case to maintain alignment among all stakeholders. (16:30) Prioritizing and Mapping the Sale: We talk through identifying genuine urgency and guiding buyers via a visual roadmap of the process. (18:30) Removing Friction: We stress the need to make the buying journey easy and collaborative, from visualizing process steps to scheduling intentional next actions. Connect with Ari and Alice below to learn how to transform your sales model into one built on clarity, empathy, and trust. Ari’s insights build on a theme we’ve heard from several standout guests, trust isn’t just part of the sales process; it is the process. If you found this episode valuable, you’ll also want to hear how other CEOs and experts are scaling by leading with trust: 👉 Barb Betts’ system to scale sales through trust 👉 How to scale with trusted partnerships 👉 Why relationships win over sales pitches Rapid‑Fire Picks Book: 80/20 Sales & Marketing by Perry Marshall Podcast: The Diary of a CEO Advice for CEOs to Win Today’s Market: Shift from being the “pharmacist” handing out pills to being the “doctor” diagnosing pain and eliminate any sales behavior that feels salesy or forced. Connect With Ari Galpert: LinkedIn | Website Alice Heiman: LinkedIn | Website