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As a highly competent advisor with years of experience, it’s easy to assume that your accrued expertise is all you need to successfully acquire new clients at a steady pace.
You have a respectable book of business that you’ve built over the years delivering dependable advice and tremendous value.
Clients are happy and your business is relatively stable.
With all of that, it’s easy to assume new potential clients would instantly recognize and appreciate your expertise and decide to hire you.
In this month’s Stump The Guru show, I talked about “Are You A Trusted Advisor Or A Trusted Authority?”.
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f
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For a long time, referrals were the “I’ve made it, I’m good at what I do, I don’t need to market myself,” safe zone for many advisors.
As referrals started coming in, there was a sense of relief that you could keep your foot on the brake and not have to worry about stepping on the marketing pedal to accelerate your practice.
But waiting for your phone to ring for a referral is no longer the safe zone as it once was, unless you are happy depending on an unpredictable and passive model to grow your business.
In this month’s Stump The Guru show, I talked about “Why Relying On Referrals Is A Liability?”.
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f
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What could be worse than having a qualified prospect who you can help, slip through your fingers and vanish?
You did everything right in the initial conversation.
You were friendly, gave them great information, and you didn’t pressure them to move forward.
But at the end they say:
“Thank you so much for your time. Let me think about it, and if I’m interested, I’ll get back to you”.
In this month’s Stump The Guru show, I talked about “Are Prospects Slipping Through Your Fingers?”.
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust instead
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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f -
Our instinct to gaining a new paying client during the sales conversation, subconsciously directs our thinking to keeping the sales conversation constantly moving forward -- so we don’t lose momentum, ending in losing the potential client.
So, when an initial sales conversation with a prospect runs out of steam, and feels like it should reach some kind of conclusion, we often fill that awkward moment with: “Do you have any other questions I can answer for you?”.
That prompts them to respond along these lines of: “No, I think that pretty much covers it... thank you for your time”.
At that point, you might feel a sense of relief that you avoided an awkward moment that would’ve left the conversation on a cliff hanger.
In this month’s Stump The Guru show, I talked about “How to End the Sales Conversation, Without Ending The Sale”
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form. Fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f
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Being an expert often comes with what I call “the curse of mastery” – when someone tells you about their problem, you immediately begin trying to solve it – because you can.
The curse of mastery also comes with this belief: solving problems for your prospects up front, is how you prove your value by showing them you know your stuff.
But the truth is, trying to solve their problems by providing information and insights in your initial sales conversation, could be the one thing that stops them from deciding to work with you.
In this month’s Stump The Guru show, I talked about “Do You Have "The Curse of The Mastery"?”.
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form. Fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f
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How many times have you had an initial consultation with a new qualified prospect, where no matter how well you explained your process, they just wouldn’t take the next step with you?
For most advisors, it’s far too many.
Somewhere in the conversation the momentum is lost, they don’t return your calls, don’t respond to your emails, and you never figure out the root cause of why they decided to “ghost” you.
In this month’s Stump The Guru show, I talked about Why Your Prospects Won’t Take the Next Step.
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions,
fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f -
A funny thing happens when you have an initial conversation with a potential client.
When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free consulting”.
Free consulting is when you provide information and education to prove you know your stuff.
It assumes they’re making their decision to hire you based on your competence – proven by the information and education you provide to them.
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form.
fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f -
As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”.
But when your prospects don’t give you enough information in your initial conversation, you begin educating them and fall into “free consulting” mode.
You’re a fiduciary, you have their best interest at heart, but they keep you at bay shopping around, seeing other advisors.
In this month’s Stump The Guru show, I spoke about “Is The Hard Sell Obsolete?”
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form.
fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f -
Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions.
But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale.
How do you reconcile this paradox?
In this month’s Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?”
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form.
fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f -
Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client.
If you eavesdropped inside a typical initial conversation
between an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges.
The problem with rapport-building on its own is that your prospects can sense you may have a hidden agenda behind it.
In this month’s Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?”
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
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When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it’s easy to let your guard down and adjust your fees downward (or add more pre-sale “meetings” to your sales process), out of fear you might lose a new client opportunity.
But if you allow yourself to become commoditized in this way, you open yourself up to being “shopped” against other advisors.
In this month’s Stump The Guru show, I spoke about “How To Know If You're Being Shopped?”
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust insteadThis 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
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The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you?
You’ve done everything “by the book”. You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they’re gone.
In this episode of Stump The Guru Podcast, I spoke about How Can You Recover Lost Prospective Clients. 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
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Are you overcompensating by going heavy on relationship-building in your sales process?
Building deep trust with your prospects in your sales process does not require you to build a relationship with them.
That's a BOMB in the entire traditional selling industry.
If you have a very clear process on how to create trust in your sales process, based on their deep issues, then you don't have to spend your energy getting them to like you and become their friend first.
Real relationships happen AFTER the sale, not before.
In this episode of Stump The Guru Podcast, I spoke about Why You Should Stop Building Relationships With Your Prospects. 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru
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Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution.
Traditional selling methodology suggests a sale is lost at the end of the process. That you didn’t nail your close, or you mishandled an objection. I beg to differ; I believe that in the new economy the sale is not lost at the end of the process but rather at the beginning.
At “Hello”.
And after hello, beginning the conversation acknowledging the problems your prospect is having, peeling back the layers on those problems, and showing empathy for the situation will allow you to begin to talk about the ROI for solving the problem and the impact that NOT solving the problem might have on the business.
In this episode of Stump The Guru Podcast, I spoke about why the sale is lost at the beginning, and not at the end. 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru -
You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well.
You’ve invested time with them to understand their issues and provided information and education to address their needs.
But as the conversation naturally closes, there’s an awkward moment, an empty space, where you and your prospect don’t know what to say next.
They haven’t indicated they want to move forward, and you’re careful not to put pressure on them to make a decision. But at the same time, you don’t want to leave things hanging in limbo.
In this episode of Stump The Guru Podcast, I spoke aboutHow To Avoid Falling Into The Black Hole Of Chasing Prospects. 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!
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Are you tired of chasing prospects who seem interested in what you're offering, only to end up going silent or ghosting you altogether? It's a frustrating experience that can leave you feeling burnt out and disheartened.
But here's the thing: what if I told you that some prospects may be giving you a "smoke screen" – a misleading impression that they're interested when, in fact, they're not?
In selling, it’s crucial to be able to recognize these smoke screens and avoid wasting your time and effort on unproductive pursuits.
In this episode of Stump The Guru Podcast, I spoke about Learning How To Recognize A “Smoke Screen” From Your Prospect. 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!
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The life blood of your business is your ability to bring in new clients, consistently.
Why is it that so many new client opportunities end up disappearing?
You’ve done everything “by the book.” You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they’re gone.
Why does this keep happening if you honestly could have helped them?
In this episode of Stump The Guru Podcast, I spoke about How To Reengage A “Lost” 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
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What could be worse than having a qualified prospect slip through your fingers and vanish?
You did everything right in the initial conversation.
You were friendly, gave them great information, and you didn’t pressure them to move forward.
But at the end they said:
Thank you so much for your time. Let me think about it, and if I’m interested, I’ll get back to you.
Do you let them go, or do you chase them and hope they’ll have a revelation that you’re the one for them?
It’s a dilemma, because you know you can help them, but you don’t want to be perceived as chasing them.
In this episode of Stump The Guru Podcast, I spoke about How To Prevent Your Prospects From Ghosting You- Stump The Guru. 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
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It's commonly accepted in the sales world that chasing prospects is an essential part of the game. However, this approach is rooted in a macho sales image that suggests that giving up on a prospect is equivalent to admitting defeat and failure.
But let me tell you, that's far from the truth.
The real objective should be getting to the truth if you are a fit or not, not simply making the sale. To truly succeed in sales, you need to have a complete understanding of where your prospects stand. Without this knowledge, you run the risk of being led on by partial information, which could make you believe they're interested in purchasing, even if they're not the right fit for you.
In this episode of Stump The Guru Podcast, I spoke about How To Get To The Truth Of Whether You Are A Fit Or Not? - Stump The Guru. 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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
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With typical traditional selling, when you get an objection, you’re supposed to overcome it. We’re taught that by all the gurus.
The problem with that is if they’re giving you an objection that they believe is true and you try to overcome it with them, you break trust with them instantly.
The sale is over right at that moment because you’re trying to overcome something that they believe is true. You lost the ability to connect with them.
The new sales thinking mindset is different. It’s about diffusing the pressure to preserve the relationship so as to re-engage again. In this month’s Stump The Guru show, I spoke about how not to have to defend yourself or your offer.
I’ve taken my mission one step further and created a livestream show called “Stump The Guru’” -- where you get the opportunity to jump on live and ask me your toughest sales questions that you’d love an answer for.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 Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
- Daha fazla göster
