Part 3, of our five-part interview with Ari Galper of Unlock The Sales Game.

Topics covered in this episode

* Art of Creating Authenticity: Feedback Not Follow-Up* How to Avoid the Guessing Game & Get Down to The Truth With People

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

https://www.youtube.com/watch?v=fM80rh-YEi8

Transcription

Brian: It's really amazing how the simple, subtle ideas that they're based on big principles, though, you're talking about being more authentic about putting more emphasis on finding out the truth from them, versus trying to get your way with them.

But you do that through such subtle methods of slowing down, asking a question at a very key time that you don't want to know the answer to most salespeople want to know the answer to that.

But it's important to know that, it's important to know where they're coming from. So that's, that's just fabulous.

Ari: So the other one is this idea is what I call getting to the truth of people.

Now, what does that mean?

What that means is having them feel comfortable telling you where they stand, so you know exactly where they're at. You're not playing the guessing game anymore.

So I'll take a quick story.

I recently had somebody call my office, they got through my team got to me and the phone rang and I pick it up and I hear this, I hear, Mr. Galper?

I said, Yes.

And I hear, my name is John Johnson, change the name, I'm with XYZ company.

They're big global company, like billion dollar company.

And he says to me, look, we're looking to bring someone in to change our sales culture and our performance, the world has changed, but our team has not changed and from a skill set.

And we'd like to know, first of all, why should we go with you?

Why are you the best and give me your best sales pitch.

He says to me of all people in the world, so I took a deep breath. I'm a human being too, their big ass company, right?

I lowered my voice, I got centered my approach. And I said to him this, I said, well, isn't that interesting?

Then I paused, and I said to him, over here at our company, we have a similar process to you, where we ask some questions, gather information to see if we're a good fit. And if we're a good fit, we decide where to go from there.

I said to him, would you be open to that?

It's all said to him.

Then I heard nothing on the phone like dead silence like, oh my God, he's still there. But I feel this breath across the phone, he's breathing, he's like, this air came across, I could feel his shoulders is dropping, you know?

He became a human being again, he got out of his cave and I was armouries he was carrying. He lowers his voice and says to me, okay, sure, what kind of questions you have for me.

Next thing I know within five minutes we're having a nice conversation human to human and a dialogue to discover, one he's not a decision maker, two he has no budget and three he just curious as to what I do.

So if you want for some videos at my website, I hung up the phone.

Now what did my process just saved me months of?

Brian: Chasing a ghost.

Ari: Stress,