Our five-part interview with Ari Galper of Unlock The Sales Game begins.

Topics covered in this episode

* From a Done Deal, to a Day I'll Never Forget* Unlock The Game: A Whole New Approach to Sales

Full Convo https://brianjpombo.com/bjpchats/

https://www.youtube.com/watch?v=kHl-rU7vVbc

Transcription

Brian: Ari Galper is the world's number one authority on trust-based selling and has been featured on CEO Magazine, Forbes, Inc Magazine, Sky News and the Australian Financial Review.

As trust becomes the most important currency in the new economy, the act of selling is a dehumanizing process with endless chasing, has been completely reinvented and anchored in the timeless values of integrity, and trust, through trust based selling.

In his best selling book, Unlocked The Sales Game, Ari describes his revolutionary sales approach based on getting to the truth, and why having a mindset of focusing on deep trust, instead of the sale is ironically, 10 times more profitable.

I'm happy to introduce Ari Galper, the world's number one authority on trust based selling.

How's it going Ari?

Ari: Very good, Brian. Thanks for having me. I appreciate it.

Brian: Yeah, Welcome to Brian J. Pombo Live.

Let's just start out, just tell us a little bit more about you and where you come from.

Ari: Sure. So I'm from the US, originally from California. I live in Sydney, Australia right now been here for 20 years actually.

Meet my wife on a dating site 20 years ago. She's from Sydney, met her in Los Angeles, actually met on a dating site back this is pre swiping days. It's just photo and text and email. And then we started dating and came back to Sydney to visit her family got engaged there and then married and we've been here for 20 years now ever since.

Brian: Oh, fabulous.

How did you get into trust-based selling?

What's your background there?

Ari: Prior to all that, I used to be a sales manager at a software company, we launched the first online website data collection tools, like website behavior. It's called Google Analytics now, where you track the stats on website.

Back then we were the first one to come out with something like that, fast growing business internet was kind of taken off. I had 18 people underneath me, sales reps and the large opportunities came across my desk, I was kind of the first one to get those.

There's one leak came across my desk and I call the contact back, you'd recognize them, it was a big company, lots of websites.

I call them, nice guy and he agreed to a demo and a conference call to see our product.

This was such a big opportunity, Brian, that if I close the sale, it would double the revenue of the company in one sale. That's how big it was. So really excited. Everyone's excited.

So they finally came Friday afternoon, four o'clock, never forget it. I was in a conference room with my CEO and the door was closed behind me.

We had one of those long conference tables in front of us in the conference room. And on the table was a speakerphone, the old school ones, you know, the corporate one. It looked like a spaceship.

Brian: I remember them yup.

Ari: Star Trek ones.

I hit the dial-tone,