Linear selling models create mistrust in a split second - the moment prospects sense that, although you seem to be interested in their problems and issues, you're actually trying to lead the discussion toward a close. When you do this, you’re coaxing, persuading, and pushing things forward ... Which will cause the prospect to put up a wall, the opposite response to what you want.

In this episode of Stump The Guru Podcast, I'll be talking about “Is Selling Linear or Is It A "Deep-Dive?”. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on “Is Selling Linear or Is It A "Deep-Dive?” whilst my guests try to stump me with their challenging sales situations.

Get access to Aris Free Masterclass at www.UnlockTheGame.com/Video  and if you'd like to be a guest on the Stump The Guru show, go to www.UnlockTheGame.com/Podcast and let us know!

The traditional sales formula looks like this:

Qualify the lead + Present your solution = New paying client 

That’s basic selling 101, isn’t it? 

But if this formula, which has been taught by the “sales gurus” for decades, is bulletproof, then why doesn’t every single person who is qualified become a new paying client? 

In this month’s Stump The Guru show, I'll be talking about the missing piece of this puzzle that causes you to lose prospects who check all the boxes of what your ideal client looks like. 

I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form. 

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on “Are You In Fact-Finding or Trust-Building Mode?” whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at www.UnlockTheGame.com/Video  and if you'd like to be a guest on the Stump The Guru show, go to www.UnlockTheGame.com/Podcast and let us know! 

If you’re chasing somebody and you don’t hear back from them for a while, you will probably feel like you’ve lost them. And, you know you can’t chase them anymore because doing that will inevitably burn the relationship with them, right!? 
 
Have you had those days where it feels like every sales conversation ends in rejection!? And how confidence shattering and exhausting that can be. Well, you know, I have discovered that this rejection and this chasing isn’t random, it’s triggered by certain things you say and do unknowingly that cause the other person to push back on you. 
 
In this month’s Stump The Guru show, I'll be talking about Sales Rejection: Who Triggers It? You or Them? And how to increase your self-awareness about this. 
 
I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form 

 This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on (insert topic again) whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at www.UnlockTheGame.com/Video  and if you'd like to be a guest on the Stump The Guru show, go to www.UnlockTheGame.com/Podcast and let us know!

Most of us who sell get caught up in “hopeium,” a comical term that means we focus our hopes and desires on making the sale. But hopeium can be a trap, because it's impossible for you to keep in mind your most important goal: to learn your prospect’s truth.

When we fix our minds on the outcome -- making the sale -- we automatically begin anticipating how the process will go, and we also begin expecting that things will happen as we hope they will.

This is the trap … Because if the prospect suddenly breaks off communication, we feel lost, anxious, frustrated, discouraged, and confused. We become preoccupied with what went wrong.

In this month’s Stump The Guru show, I'll be talking about The “Hopeium” Trap and showing you that there is a pressure-free way to re-establish communication when your prospect starts pulling away. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching, whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to:  www.UnlockTheGame.com/Podcast and let us know!

You’ve probably heard this over and over in your career. “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get awkward quickly. 

Objections are challenges raised by prospects. They put pressure on you, and they can bring your conversation to a halt, or help it grow. The traditional sales mindset will have you defending yourself, chasing them, and lowering your pricing. It’s not a fun game. The new sales mindset is about objections being a way to get to the truth of your prospects situation without all of the other “stuff”. 

In this episode of Stump The Guru Podcast, I'll be talking about Taking Out The Pressure: Overcome vs. Diffusing Objections.  I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form. 

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching, whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at: www.UnlockTheGame.com/Video 
and if you'd like to be a guest on the Stump The Guru show, go to:  www.UnlockTheGame.com/Podcast and let us know!

Building a relationship is about building rapport… which is often ineffective for solving problems. In fact, how many times does being friendly and agreeable get in the way of telling someone what they need to hear?
Building trust with your potential client is about what I call “going down the iceberg.”

Going down the iceberg as an advisor means helping your potential client understand the gravity of their situation and the implications of not addressing it.

It’s an iceberg because the implications are often much larger than they realize. If you concentrate on building trust by going down this iceberg with your potential clients, instead of educating them on your solutions, you’ll be surprised at how many new clients jump on board with you and even pay you a planning fee, simply because your approach was so different from every other advisor they’ve encountered.

In this episode of Stump The Guru show, I'll be talking about Going down the iceberg vs. Going towards the sale.  I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to:  www.UnlockTheGame.com/Podcast and let us know!

We have been taught to chase opportunities, play the numbers game, and pursue prospects. But it turns out that if you stop doing those things, which extend your sales cycle, but instead focus on building deep trust with people, you can actually shorten your sales cycle dramatically!

In this episode of Stump The Guru show, I'll be talking about how you can shortcut your sales cycle.   I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can "shortern your sales cycle" whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to:  www.UnlockTheGame.com/Podcast and let us know!

People who sell typically handle objections in a defensive manner or in ways that try to convince prospects that their objection isn’t true. But that’s actually an attack on the other person’s reality and puts them on the defensive. They start fearing that we’re going to try to “sell” them by persuading them, so they either challenge us more, or they try to get out of the situation.

In this episode of Stump The Guru, I'll be talking about how you can shift from “Fight or Flight” mode to “re-engage” mode, the, more you create trust and allow the conversation to re-open again without pressure.  I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to:  www.UnlockTheGame.com/Podcast and let us know!

It's like walking a tight-rope, if you push to hard in your sales conversation, you'll break trust and lose the sale. On the flip side, if you're too passive, over educating, doing "free" consulting, attempting to create a relationship, you'll often hear "I want to think about it"....then you end up in chase mode, the last place you want to me.

In this episode of Stump The Guru Podcast, I'll be addressing this sensitive and delicate balance.  I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to:  www.UnlockTheGame.com/Podcast and let us know!

Your doctor gets paid for giving you deep clarity on your problem, in ADVANCE of solving the problem. CLARITY is the biggest issue your prospects really want first, before actually getting their problem solved.

In this month’s Stump The Guru episode, I'll be talking about how you can use the "doctor" model to position yourself as a Trusted Authority.   I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.

This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. 

Get access to  Aris Free Masterclass at: www.UnlockTheGame.com/Video
and if you'd like to be a guest on the Stump The Guru show, go to:  www.UnlockTheGame.com/Podcast and let us know!