Summary

In this episode of the AI for Sales podcast, host Chad Burmeister interviews Ari Galper, a leading authority on trust-based selling. They discuss the importance of building trust in sales, the role of AI in enhancing customer experience, and the misconceptions surrounding AI technologies. Ari shares insights on his unique One Call Sale method, the ethical considerations of AI, and practical tips for sales professionals to improve their trust-building skills. The conversation emphasizes the need for human connection in an increasingly automated world and how AI can be leveraged to support, rather than replace, this essential aspect of sales.

Takeaways

Trust is the foundation of successful sales.

Sales professionals often confuse delivering solutions with building trust.

AI can enhance customer service but cannot replace human connection.

The One Call Sale method focuses on deep trust-building conversations.

Avoid using the term 'follow-up' as it implies pressure.

Building rapport is not the same as building trust.

Sales training should focus on trust-building skills.

AI can assist in sales but should not create dependency.

Ethical considerations are crucial in AI development.

Sales professionals need to adapt to the evolving landscape of AI.

Chapters

00:00

Introduction to Trust-Based Selling

02:59

The Shift from Solution Delivery to Trust Building

05:41

AI's Role in Customer Experience

08:44

The One Call Sale Methodology

11:25

Misconceptions About AI in Sales

14:15

Balancing Automation with Human Connection

17:22

Building Trust in Sales Conversations

20:04

Ethical Considerations in AI

22:53

Skills for Sellers in the Age of AI

25:41

Conclusion and Key Takeaways The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and

ZoomInfo—the go-to-market intelligence platform that accelerates revenue

growth.

Skip the forms and website hunting—Chad will connect you directly with

the right person at any of these companies.

👉 Visit www.SDR.ai/intro to unlock your direct line.