Unlocking the sales game: building trust over transactions with Ari Galper

Описание: In this episode of Vistage Live, we dive into trust-based selling with Ari Galper, a leading global authority on this revolutionary sales mindset. Ari shares why building trust—not pushing a product—is the real key to sales success today. Discover how his unique approach transforms the sales process, eliminates pressure, and creates genuine client connections.

Ari shares his journey from high-tech sales to pioneering a sales philosophy that flips traditional methods on their head. He introduces the revolutionary concept of trust-based selling, where the key to closing deals is not about pitching your product but creating a genuine human connection rooted in trust and authenticity.

Ari explains how breaking free from outdated sales tactics and embracing a doctor-patient mindset transforms the sales process—allowing prospects to feel safe, understood, and open to engaging deeply.

Listen in as Ari reveals why letting go of “selling” to focus purely on understanding your client’s pain points is the true differentiator in today’s commoditised sales environment.

Key takeaways:

🔹 Trust over tactics: Traditional sales methods often prioritise closing deals over building relationships. Ari emphasises that establishing trust should be the primary goal, leading to more meaningful and successful sales conversations.
🔹 Doctor-Patient mindset: Sales professionals should approach conversations like a doctor diagnosing a patient, focusing on uncovering the real issues before offering any solution.
🔹 Eliminating pressure: By removing the need to sell and instead concentrating on the client’s problems, sales calls become more authentic and productive.
🔹 Authentic engagement: Engaging clients in open dialogues builds trust and creates long-term value beyond just the transaction.
🔹 Sales language that builds trust: Ari shares practical phrases and techniques that replace outdated language like “follow-up” with low-pressure alternatives.

This episode offers valuable insights for business leaders, sales teams, and entrepreneurs looking to transform their approach through modern, consultative selling. Discover how a trust-first sales process creates stronger relationships, higher conversions, and true client alignment.

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📌 Related topics:    • Unlock real marketing value in B2B and B2C...  

⏱️ Chapters:
00:00 Ari Galper’s Introduction
05:00 Why prospects don’t tell the truth
07:00 Shifting to a doctor-patient mindset in sales
09:00 The problem with solution-based selling
12:00 How trust is your true market differentiator
15:00 Language that builds trust vs language that breaks it
18:00 Leading a first sales call what to say (and what not to)
21:00 Why showing your process builds more trust than showing your product
24:00 Avoiding the trap of premature solutions
27:00 Words to eliminate follow-up, interested, fit
33:00 Redefining cold calls with low-pressure language
36:00 Final thoughts on trust, credibility, and next steps


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