Our 48th guest is Ari Galper, the World's #1 Authority on Trust-Based Selling and CEO of Unlock The Sales Game.

Ari talks to Owen about the trust-building approach in sales, contrary to the relationship-building approach we see in traditional selling, and how this method can end the chasing game and improve your conversion rate. 

Including:
- What is trust-based selling and how does it differ to typical selling?
- The 'shift in mindset' required for trust-based selling
- Why getting the truth out of a prospect is so important
- Improving your conversion rate with trust-building methods
- How to structure a cold call and the types of language you should use
- How to differentiate your company based on your approach to the market
- How to build trust in the discovery/nurture phase specifically