By Ari Galper, Founder of Unlock The Game Send this article to a friend. Printable Version. More and more e-mails are arriving in my in-box from people who. 7 Cold Calling Secrets Even Sales Gurus Don't Know By Ari Galper Featured Author: Ari Galper Ari Galper is the creator of Unlock The Game™. musicmarkup.info Cold calling and sales guru Ari Galper explains why cold calling and selling is NOT a numbers game. Visit for more info. http://www.
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Ari Galper is the creator of Unlock The Game™, a new sales mindset that overturns the National Mortgage have called on Ari to keep them on. ARI GALPER THE WORLD'S #1 Unlock The Game is a radically honest sales approach based on integrity and common sense. It challenges traditional sales. ”Ari Galper’s Unlock The Game is the greatest sales breakthrough in the last 20 years.”. Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices. out of 5 starsGreat book for business owners, salespeople, and even people that hate selling.
It's available immediately after you sign up. Wallace Read a classic, page book of timeless principles on how to create wealth in your life. Get the free eBook download here! Conwell "Acres of Diamonds" originated as a speech which Conwell delivered over 6, times around the world. This is the original and if not the best book on visualization written in a matter-of-fact, non-hype way.
Old sales training techniques do nothing more than pressure the client or prospect, and as a result they naturally want to retreat away from that pressure - and that pressure is created by you. It absolutely is not. There is no other sales approach in the world that completely eliminates rejection other than Unlock The Game, read more below. Welcome to Unlock The Game??? Unlock The Game is a radically honest sales approach based on integrity and common sense. It challenges traditional sales thinking and helps you achieve better sales results.
It's the missing link - a new mindset and language that converts selling into a natural conversation between you and your prospect. It offers you a new way of thinking about selling, from cold calling - the most dreaded selling experience of all - all the way to the end of the sales process.
You don't have to abandon the selling skills you already know - Unlock The Game gives you a new approach and new tools to help you let go of old behaviors that bring you negative results. It's incredibly effective. Best of all, it's easy to learn. On check-out remember to select between Physical Shipping or Digital Download!
Standard shipping method free shipping is digital download. All listing images are rendered images thus their purpose is only to present the product. If you choose physical shipping you will receive your digital items inside a our DVDs. Digital Items are better than physical ones becacuse they can be downloaded right away for immediate use and you will always be able to access them, without worrying about losing your purchase because of disk damage or other reasons.
The disks will usually be DVDs and that does not mean that the content will be playable on a standard DVD player that depends only by the file format of the files contained inside the DVD , but just that the physical support is a DVD disk. Entrepreneurs will surely save time, money, and effort when they employ Ari's methodology and through the trust that is built, create a client base, which comes to you instead of you chasing them.
These are only some of the things that Ari and Travis shares with everyone on this episode and entrepreneurs would surely find valuable as they listen through this podcast. For all of our friends listening to this show, I want to ask you to be sure and stay with us until the very end, if you can.
I'd like to share a little inspiration with you and I'll also want to reveal who I'm going to connect you with in the next episode. One quick reminder, if you enjoy these free podcast that we create for you, we'd really appreciate it if you'd go to iTunes and post a comment, and rate the show.
That would help us reach, instruct, and inspire more great entrepreneurs like yourself with each and every guest that we bring on the show. Now before I introduce you to our guest to today, I want to give our new friends that just started listening to us some perspective about the Entrepreneur's Radio Show, with Diamonds in your Own Backyard. Here, every interview is basically a conversation between four friends, me, Sandra when she's here, of course you, and then our great guest.
Everyone that we're talking with has found success doing what they teach, and they want to help you by sharing what they've discovered. Normally, the only way to get this level of personal access to so many high level entrepreneurs beyond having your own show is to join a high level mastermind, go to seminars, events and build those relationships over several years and spending a fortune in the process.
Now with this show or this podcast and this platform, I get to share these great people with you to fast-forward your success and your connections that grow your business. Today our guest is Ari Galper. Ari is the world's number 1 authority on trust-based selling, and the creator of Unlock the Game, a new sales mindset and approach that overturns the notion of selling, as we know it today.
Ari is based out of Sydney, Australia. He is a sought after international speaker and trainer. His personal insights on how to build trust between buyers and sellers continue to break new ground in the sales industry.
Now Ari is very accomplished on many levels so I could go on with a long list of accomplishments, although I want to spend as much time as possible getting to know him on a personal level and then have him teach you some of those skills to take your business to that next level.
So without further ado, welcome to the show Ari. Ari: Thank you Travis, I appreciate it. Thanks for having me. Travis: Yeah. So we were just talking about you travelling back in time to join us.
Man, great connection considering you're almost around the other side of the globe. Let me ask you, before we get into some of the things that you talk about and teach with sales, can you give me the back-story of how you found success and how you got to where you're at today?
Ari: Sure. Well, at the practical level how I got here, you hear my accent, it's not Australian, I'm actually from California, from San Diego. And we met online and she emails me and I use my trust-based to sales approach, and then the next thing I know we're having a relationship and she said, "You want to come visit my family in Sydney?
Then we had our son Toby, he's been a special boy and he needs more support so at a small family California and she has large family in Sydney so we decided to take the chance and just pack everything up 10 years ago and just move here. So I'm dual citizen, I go back and forth and that's my story in terms of why I'm in Australia and why you don't hear an accent pretty much.
How did you get to being this well-respected leader in the field of sales, have you always been self-employed and it's just something that you discovered and evolved and grew into a system, or what's the genesis of that? Ari: Yeah. Well you just use kind of words evert and there's this story that I'll share with you now on why I discovered my trust-based selling approach called Unlock the Game, and usher that so we get down to your list because I'm sure you probably can relate to this.
But this is the epiphany moment, the story where everything changed for me. And from then it's been straight up, sky rocketing, it's been great. But 19 years ago, I was a sales manager at a software company, and I was managing 18 people. I was also the top sales person at the time, I was selling also to the large accounts and addition to managing 18 people. And we sold like online, real-time data collection for websites, like hits and traffic and page use.
All the stuff like this which is free on Google now, pretty much. Travis: Right. Ari: That didn't actually cost a lot of money. And so I remember we had one large account I've been working on for about 6 months. And if I close this one customer it would double the revenues of the company in itself, by just that one customer. So you can imagine my entire sales team and whole CEO is all excited about me and this opportunity.
And my contact at this company working with me finally agreed to a conference call with myself and all the decision makers and back east to kind of do a final call to kind of give a demo of our product and kind of make things happen hopefully.
So, you can imagine after all these contacts I was pretty excited that they finally came, it was a Thursday, 4 o'clock in the afternoon, I was coming back from lunch, giving high fives in the hallway saying, "Ari, come on, bring this baby in" because if this sale came through, everyone got bonuses that year, you know.
So it finally came, I was in the conference room with our CEO and I remember that that room had like a windows and outside the windows had like the whole office had their ear against the window.
And I'm like, "Gosh, give me a chance here. One of the spacious big phone that has three legs on it. And I hit the speaker button; I dialled the number my contact gave me for the conference call, right, 4 o'clock, I dialled right into their offices in New York, and as I dialled in their main conference room I can actually hear people talking amongst themselves. This is the perfect sales scenarios that we all dream about, you know. Ari: And so went around the room and then I finally introduced myself and I began to demonstrate our software live over the web to them, describing it and selling it.
And as I'm talking, hearing these noises and the sounds on the phone like, "Wow, this is great! We could use this tomorrow. This could be second par conversary. Travis: Buying signs. Ari: And they start asking me all kinds of questions and I had all the right answers.
I was trained to sale, I had all the CD's in my cars, I've been a sales guru in conferences and there was so much chemistry on this call, it was like a love fest on the phone, you know what I'm talking about. Travis: Yeah, I do. Ari: When it feels so right, the customer asks you the question, you got the answers, you say to yourself, "This is like a slam dunk.
So I do the hour of call, they're asking the questions, we're going through data, and they're all happy and I'm happy and the call comes to an end. They said to me, "Ari, thank you so much for a great demonstration, and what you had to say. Give us a call a couple of weeks and we'll follow up with us and we'll go from there. Ari: So we said our goodbyes on the call and as I take my hand and reach for the conference room table, the phone on the table, hit the off button.
I'm reaching for the off button and by complete accident instead of the off button; I hit instead the mute button, which was right next to the off button. They were so close together I hit the wrong button.
And for a split second they started talking amongst themselves thinking I had left the call. And at that moment, a little devil inside of me, left ear said, "Listen in. Go to the dark side, do what they have to say, go to a place where no one's ever been before. And then my right ear, a little angel says to me, "Just hang up the phone, you did a great job, it'll all be fine, just move on. Travis: Well, I'm going to guess the devil in this case.
Ari: That's exactly right. So I pulled my phone back, just for a couple of seconds, or a couple of minutes, and they kept talking amongst themselves thinking I had left the call.
Any ideas, or any general guesses? Travis: Well, in the moment I would assume that I would hear some encouraging things, maybe some inside details as to when this thing is going to close, but my intuition is telling me that you heard the reverse.
Ari: Okay. So let me share it to you what I heard verbatim, word for word, I'll never forget it. And it's the premise behind everything that I teach.
And here's what they said, they said this, they said, "We're not going to go with him. Keep using him for more information and make sure we shop someplace else cheaper. Ari: Knife in heart, twist. Ari: I was in a state of shock. Travis: Hard in the stomach, right? Ari: Yeah, I was like, "What, after that call? Are you getting me on that?
Travis: Yes. Ari: Right? Travis: Or "Let me get back to you" or "Wow" "Give me some time on this", right? Ari: Exactly. Then another epiphany hit me.
I ask myself, why were they afraid to tell me the truth? What are people sales, or business, or entrepreneurs are trying to do when they hear a no or resistance from a potential opportunity, what are they trained to do instinctively? Travis: Or well are you saying what the salesman is trained to do? They're trained to overcome objections and still go after the sale, right? We're trained to sell harder, right? Ari: And what that does it puts sales pressure on people then resistance.
And what I realized that moment was here's my break, I realized it that there is an invisible river of sales pressure that flows underneath every conversation you have with a potential client. Now you can't see it and they can't see it, but the question is can you both feel this? Travis: I think the answer is yes. Ari: Absolutely. Yeah, exactly. We all know it's there and I realize that invisible thing, I could see it for the first time in my entire career of business.
And I realize if I can create a system that removes the pressure from the conversation, I'll be the first person ever to create a sales breakthrough model that essentially helps your potential clients tell you the truth in the process. And that's where I invented my entire system called Unlock the Game, unlock the crazy game of chasing people who have no intention of buying. And the whole mindset that we teach is a major shift in thinking, the shift is this. Now we'll talk more about it in just a few minutes.
The shift, the premise behind unlock the game in my system of trust-based selling is it's your goal of the process it's not too focused on the sale. Your goal of the process is remove the pressure from the process to help your potential client tell you the truth of whether you're fit or not. And that is the premise behind our talk today, is how to explode your balloon to make more sales without chasing people, closing people, putting pressure on people, but instead being authentic, helping them trust you to tell you the truth.
Well, let me give you some of my experience and perspective and you tell me what's going on, alright? Travis: So, number one what I hear you saying is maybe the underpinnings of--say when you walk into a store and the person comes up to you and says, "Can I help you? And so it sounds to me like you're explaining that problem although it comes in a multiple of modalities that's just another form of a theory, is that correct? Ari: You're absolutely right. It was happening there and the truth is not being told.
Travis: Yeah, I really need help but I just don't want to be pressured, that's really what I'm trying to say, is I want to be pressured, I want to take my time. Okay, so now I had built my first business to really some epic levels and for many years I was under the misconception that science was an art and so I was given the gift of sales and so I was unconsciously competent.
And for years I really didn't understand the reason why I was effective at that and I found it, surprising that when other people came along and I tried to grow my business initially, that they couldn't sell as much as I could at that time. Now I grew to understand this at a later time but is that some of the core of what you're talking about, would that be the explanation on why I was successful early on in sales is I was focused on helping rather than selling them something?
Ari: Yes, so what you did back then, unconsciously, unknowingly, I have put into a conscious system. Travis: Okay. Ari: To allow other people to be as natural as you in those moments. And so for many years I thought it was an art. This was early on in my career and I didn't realize that, I have come to realize that actually sales is much more of a science with some art added to it.
Would you agree with that analogy? Ari: I'll definitely say, it's a combination of the two, I'm not sure what the percentage of both but I think that a lot of it has to do with our conditioning about what we believe selling is about and a lot of success is about de-conditioning or letting go of the old habits that are hurting you and not even knowing it as well.
Okay, so you have this epiphany. This is the eye opening point when you see that you're fighting an uphill battle and something's got to change, right? Ari: Uhm hmm Travis: And then you transition into doing this for yourself, you decide to device the system and find success in the company that you're working with and then transition into becoming an entrepreneur at a later date? Ari: Yes. I had left my company immediately after that experience.
Travis: Oh, okay. Ari: Because I realized that I have found something that no one else has found before. I went to the dark side, then came back to other side of it. And I brought something with me that no one's ever had before, it's like Kryptonite, I've got my thing that no one had and that is I saw the light, I saw what the problems are, I saw what they were lying, I figured if I can build a system that gets the truth fast and quick.
I obtained an entire model altogether. I can remove rejection. I can change the entire industry, and that's where I move and went and began to develop the system, for other companies from there. Travis: So what did you do initially as you went out on your entrepreneurial pursuit? What was it, how did you start applying that skill initially? Ari: Well, obviously I started giving clients, making calls, and a unique way of making any outbound calls and builds trust and I got some engagements and did some live trainings.
And then I take video of myself, put that online and started selling the video, and adding more pieces to it, and creating a home study kit, it was about, years ago. And then I got involved with some mentoring, it just evolved to a point now where we don't even offer our program at all to the consumer, we only license out the rights for other consultants to do what we do.
So you're first entrepreneur pursuit was teaching the sales, mindset, and methodology then? Okay, alright, great. So that makes sense.
So now I know that this is made up of a system here. So I know there's some sales myths first that typically, you like to bust. Why don't you take me down that path and tell me what those are and explain them in a way that would make sense to us. I think to help everyone who's listening, you give them some skills and some new ideas today, it's a big important to clean out the subconscious of certain sales myths that are sure holding them back, to free them to a whole new level.
So myth number one and I tell people it's this idea of the selling is a numbers game. You have that before right? Travis: I have, yes. And you know that comes from? It comes from a sales person making a phone call, getting rejected, and the boss said just call someone else. Call someone else because the more calls you make, the more chance of making the sale.
Ari: That was fine in the 80's and 90's where you can burn through leads, you have that luxury. But in this day and age, I'll claim that selling is not about, anymore, how many contacts you make; it's about how deep you go on each conversation. It's about how good you are at creating trust in the dialog, that's where the real opportunity is, not burning through opportunities and chasing leads anymore.
And that's the first myth that I wanted to address for those people on this call who still think your success is tied in to the amount of behaviours you do as opposed to how good you are at creating trust in a conversation.
That's number one. Ari: Okay? The step 1 is this kind of the sale is lost at the end of the process. You've been there before, I'm sure Travis, where you were with a potential client, all is going well and at the end it falls through, and you say to yourself, "Damn, I didn't close it. Travis: I had that all the way until the last minute, I had that. So what's changed in this new economy is the sale is no longer lost at the end of the process, it's lost at the beginning of the process.
And that's lost at Hello, I'll give an example right now. Let's just have a call at your office this Monday morning, and you pick up the phone and you hear, "Hi, my name is I'm with We are a Travis: Oh, sales call?
It's over, right? Ari: In your mind the wall goes up almost instantly. Now you're going battle this whole selling concept, and stereotype, and the pressure, and that's where sale's lost at the beginning. So our way of thinking and methodology is around the point of the beginning of the process so we can create enough trust and begin the sales happens on its own at the end.
About how that you can if you call somebody or close them, which is so opposite of most sales thinking because most sales thinking is about all about their close, or realize it's all about the open. That's number two. Ari: And the last one, which I'll focus on, is this idea of rejection. And there's this concept where rejections part of sales, if you can't take it you're not macho enough, you're not strong enough, you can't take the no, you should get out of that business, and Travis: What's that?
Ari: We discovered that rejection is triggered. You figure about certain things you say and do that cause your client to push back on you. And I'll share some of the triggers to today. Alright, so let's see. So, we've got, and what I did is I've been reading and going through your information for quite a long time.
You and I had met awhile back and so I'm familiar with a lot of your stuff. And so the four objections, I'm getting some crazy feedback, is that? Hold on just a second. Ari: I can hear you fine by the way. Travis: Are you getting that feedback over there?
Ari: No feedback, I can hear you fine actually. Travis: Okay, alright. Then we'll just ignore it since you're not hearing it on your end. So we have those sales myth there and those make sense and I guess, why don't you go ahead and walk us through those 3 things because I have some things that I'm curious about but let's go deeper into those 3 things that the 3 principles or the mindsets, and then we'll delve into maybe some of those questions from there, if you don't mind.
So, no problem. So, we have three principles behind our system and our methodology, and there's two core elements that make this whole thing work. One is the mindset shift.
We're just focusing on the truth of the conversation. And then the thing is that we invented is called, we had our own what we call Trust-based Languaging. Our words and phrases that create trust instantly with people that does not trigger rejection. And one of triggers of rejection is languaging.
And I'll point out a few things that might shock some of your listeners who are still doing certain things that actually might be causing a client to push back on them. So let me kind of walk to the first principle and that is number one, is always focused on diffusing pressure. Take them that river of pressure out of the conversation, and how you do that is you use our trust-based languaging, and let me give you an example right now, what I mean by that, okay?
Ari: So let's do a live scenario. Let's say for instance that you are having a first conversation with a potential customer on the phone or prospect, and either you call them or they call you. It's a good conversation, the call's going well, could be an opportunity, and the call's coming to an end. What are people trying to do, typically selling at the end of a call like that, what are supposed to say, what are we supposed to do?
Is that what you're talking about in the first phase?
Ari: Yeah, exactly. The typical model or next thing you're going to say is, "Hey, how about a next step, right?
Let's get together. Let's move this thing forward. Let's close this thing. Travis: How about I come out and visit with you guys and let's see if we can find something that works and get your project going. Ari: Exactly right. But what can happen if you attempt to move things forward and they aren't ready yet.
What can be broken right at that moment? Travis: Well, I sense that you're saying that element of trust, is that what you're saying? They're not ready yet Travis: Why I know that what they'll do is they'll move away from you by saying, "Oh, well, I don't have my schedule in front of me, I don't know what really--Let me get back to you, I need to check with my wife and then we'll see about scheduling an appointment," is that what you're talking about?
Ari: Yep, exactly right.
So we're conditioned to move the sales process forward yet we risk losing trust. So let's rewind the tape now, we go back to the same scenario and let me share with you some of our trust-based languaging in that scenario to make a difference, okay? It goes like this. So call comes to end, all going well, we'd say this, we'd say, "Where do you think we should go from here?
Ari: Yeah, where do you think we should go from here? That's right. Now what do you suppose that, how does that change the moment when I say to them, "Where do you think we should go from here? They are in a state of shock. Okay, they are in a state of shock.
They can't believe they're being treated like a human being in that prospect.