Vital Strategies

078 | How to have the Perfect Sales Call — The One Key Ari Galper Says You Must Have

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Have you ever walked away from a sales conversation thinking it went perfectly, only to lose the deal anyway? In this episode of the Vital Wealth Strategies Podcast, host Patrick Lonergan sits down with Ari Galper, the world’s leading authority on trust-based selling and the author of seven bestselling books. Patrick and Ari dive deep into why traditional sales methods fail even when conversations seem to go well and how entrepreneurs can shift to a trust-first approach that builds genuine relationships and dramatically increases close rates. Ari shares the pivotal story that changed his entire philosophy on sales, revealing the hidden pitfalls that most entrepreneurs unknowingly fall into. 

If you’ve ever struggled with feeling "too salesy" or wondered why prospects hesitate even after showing enthusiasm, this episode offers a refreshing alternative. Ari lays out a simple, actionable framework to transform your approach from pushing solutions to diagnosing real problems, and from chasing clients to attracting committed ones. Learn how trust-based selling can help you stop convincing and start connecting at a much deeper level, especially if you sell high-ticket services or low-volume offers. 

Key Takeaways: 

  • Traditional sales tactics break trust and create hidden resistance. 
    • Trust is built by diagnosing problems, not pitching solutions. 
      • Deep, reflective questions uncover the real pain points prospects are facing. 
        • A simple sales roadmap builds confidence without overwhelming prospects. 
          • Charging for the first step filters out tire-kickers and elevates your authority. 
            • True sales success comes from being seen as an expert, not a persuader. 

              • Learn More About Ari: 

              Official Website

              Episode Resources: 

              Influence, New and Expanded: The Psychology of Persuasion by Rober Cialdini

              Resources:   

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              Credits:    

              Sponsored by Vital Wealth    

              Music by Cephas    

              Art work by Two Tone Creative 

              Audio, video, research and copywriting by Victoria O'Brien

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              Vital StrategiesBy Patrick Lonergan