Today's episode of Sell With Authority is another special in our series on trust and distrust in the agency sales process. You've been hearing from agency leaders who are leaning into this issue with real candor, real context, and real stakes.

When trust is present — your pipeline flows.

But when trust is absent? There's hesitation. Uncertainty. Second-guessing. Deals that should move forward stall instead.

Our special guest expert today is Ari Galper, Founder of Unlock The Sales Game and one of today's leading authorities on trust-based selling.

For more than two decades, Ari has helped business leaders replace outdated sales tactics with authentic, trust-first conversations. His perspective is a powerful addition to what we're building in this series.

Ari helps us see what it looks like to communicate and lead in ways that help people feel safe saying yes.

He believes trust doesn't take time — it takes truth.

And he teaches that trust isn't built through persuasion — it's built through presence.

When we listen deeply, speak honestly, and align with what's true for the other person, we create connection instead of resistance.

That's the kind of trust that doesn't just win a deal. It turns conversations into partnerships.

What you will learn in this episode:

• Why "trust" isn't something you build with time but with truth and presence
• Mindset shifts to break out of the commodity trap agencies face every day
• The real danger of the "trust recession" — and why it's changing the rules of the agency sales process
• Trust-based questions to get to the truth
• How agencies can stop the cycle of free consulting and start commanding premium conversations from the get-go
• Why you should act more like a doctor than a vendor
• How to differentiate your agency simply through your sales approach — not just your services

Resources:

• Website: https://www.arigalper.com/
• LinkedIn Personal: https://www.linkedin.com/in/arigalper/
• LinkedIn Business: https://www.linkedin.com/company/ariai/