This week’s guest on The New P&L – Principles & Leadership in Business podcast series is incredible Ari Galper. Ari is the world’s #1 Authority on Trust-Based Selling and is the author of “Unlock The Sales Game” & “The One Call Sale”. He is now the most sought-after trust-based selling authority for advisors, consultants, business owners and entrepreneurs — as well as major corporations such as Citibank, Telstra and General Electric. 

As trust becomes the most important currency in the new economy, the act of selling as a dehumanising experience, with endless “chasing” and multiple steps, has been completely re-invented and anchored in the values of integrity and trust through Trust-Based Selling. In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, transforms the sales process. We discuss with Ari: 

· How to practice trust-based selling with a buyer who lacks integrity

· The role of vulnerability in trust-based selling

· How the dynamics of the traditional power imbalance in the sales process is changed by adopting a new sales framework

· Why you lose the sale at the beginning not the end

· Curiosity as an attribute for sales teams

· Our internal narrative and impostor syndrome

· Setting expectations from the outset of the sales process

· What constitutes principled leadership when it comes leading sales teams

To learn more about what Ari Galper and his team do, go to: https://unlockthegame.com/

To learn more about The New P&L’s new MANTRAMind programme:

· Listen to Episode 148: ‘Becoming a MANTRAMinder’: https://bit.ly/3hSxBuA

· Email Paul to learn more: [email protected]

To subscribe to all of The New P&L series podcasts and join The New P&L movement, go to: www.principlesandleadership.com

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