This week on The New P&L we break down and analyse our conversation with the brilliant Ari Galper, the world’s number one expert on trust-based selling. The Deep Discussion with Ari was 50 minutes of real, considered wisdom when it comes to the sales process, and many of his points and his processes we were fascinated by and agreed with. But it all ultimately comes down to building genuine trust with those you are selling to. In this The New P&L TO THE POINT we discuss:

· reinstalling trust and integrity at the heart of the sales process

· why we need integrity as a buyer as well as the seller

· self-righteousness and double standards in the sales process

· asking for respect in the sales process and offering it in return

· what could we do better as buyers