This episode of The Innovative Agency Podcast features one of the world's foremost authorities on trust-building in the sales process, Ari Galper. If you've been feeling the squeeze of longer sales cycles, increasing commoditization, or the growing "trust recession" impacting today's marketplace, this conversation will hit home.

Founder of AriAI, Ari joins Sharon Toerek to unpack the very real challenges agency owners face as AI accelerates competition and prospects become more skeptical than ever. He digs into the shift from outdated, high-pressure selling to a trust-centric approach that elevates your value, shortens the path to yes, and helps you stand out without giving away free consulting or constantly chasing the next opportunity.

Ari's frameworks are practical, transformative, and rooted in decades of experience helping service firms convert conversations into clients with greater confidence, efficiency, and authenticity.

What you will learn in this episode:

• Why traditional approaches to relationship and trust-building in agency sales might be holding you back

• How to implement a doctor-patient metaphor to reclaim control of your sales process

• The difference between trust-building and relationship-building, and why getting this wrong leaves you stuck in long sales cycles

• Practical language shifts and process tweaks that lead to faster, higher-value client conversions

• How to use authority-building assets before your first client conversation to stand apart from every other agency in the room

• Strategies for setting expectations, qualifying leads, and confidently charging for your discovery process

Bio

Ari Galper is the world's number one authority on trust-based selling and the founder of AriAI, the world's only trust-based proprietary ai sales growth advisor. He is also the author of seven best-selling books and the founder and CEO of Unlock The Sales Game.

He has been featured in CEO Magazine, Forbes, Inc, and Financial Advisor magazine, among many others.

For over two decades, Ari has led the field of Trust-Based Selling and Trust-Based Communication -- untangling the most complex relationship challenges, from complex sales funnels, personal relationships and influencing large business and personal decisions -- through his breakthrough Mindset Shift framework and Trust-Based Languaging.

Resources:

• Website: https://www.arigalper.com/

• LinkedIn Personal: https://www.linkedin.com/in/arigalper/

• LinkedIn Business: https://www.linkedin.com/company/ariai/

• Unlock the Sales Game: https://unlockthegame.com/