Trust-Based Selling – with Ari Galper

Ari Galper – Trust-Based Selling

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welcome to leadership talk

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the official waymaker podcast where we explore how 
your organization can achieve more by doing less

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well welcome to leadership talk the official 
waymaker podcast i’m your host craig Hindman.

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and with me today as always is founder and ceo 
of waymaker stu leo first i’ll say hi to you

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how are you stu i’m great good students today 
we actually have the honour of talking to ari

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gelper now ari is the founder and ceo of unlock 
the game and the world’s number one authority on

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trust-based selling ari welcome to 
our podcast thank you for having me

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really appreciate it it’s so great to have 
you uh with us stu i’m going to handball to

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you to kickstart this conversation ari um huge 
thanks from the waymaker team for joining us

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i have been reading your content and 
listening to you for a little while

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so i feel like i’m gonna ask some fanboy 
quests i’m gonna ask some useful questions

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that might help our listeners and leaders 
sell better but ari before we kick off into

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too much detail you are the number one authority 
on trust-based selling tell us how you got there

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well it’s a 20-year journey i’ve been in this 
niche for a long long time and been only working

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on this for 20 years and nothing else a classic 
overnight success right exactly yeah and really

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focusing on one central problem which is how do 
you deconstruct and reconstruct the sales process

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so it does not contain any more chasing 
follow-up dehumanization or rejection that

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sounds like nirvana that’s exactly what a lot of 
my clients experience when they under when they

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are able to sell without resistance without 
convincing without free consulting and giving away

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the store and getting a lot of let me 
think about it sounds great call me next

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week and that that was the problem that i was 
committed to solving and we’ve now solved it

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uh to the point now where we’re launching a 
new book next year called the one call sale

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where we build a compressed sales cycle from 
multiple steps now into one single conversation

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with a qualified buyer so lots of exciting things 
have been happening in our laboratory over here

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that’s very exciting um we’ll make sure we punch a 
link through to a pre-registration or or something

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for listeners so that they can get a hold of 
that what was it that jolted you into this idea

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of trust-based selling sure so there’s 
a story behind this it happened to me

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early days and that’s what i used to be a sales 
manager a software company and i was managing

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18 sales people at the time and we launched the 
first online website data collection tools for

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websites now it’s called google analytics 
and i’m sure you’ve heard of that before

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maybe but back then it was actually the first one 
out the door with that product it cost money and

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we’re offering that product to the market and 
the big opportunities came across my desk the

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big leads this one contact called us through our 
website i got the phone call he’s a huge company

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big opportunity uh and he agreed to a conference 
call and a demo of our product that follow me

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that following week and look it was such a big 
opportunity if i close this one sale it would

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double the revenue of the company one transaction 
that’s how big it was it was a big global business

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so uh the day finally came friday at four o’clock 
the afternoon i was in the conference room with

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my director and i closed door behind me big long 
conference table in the middle of the table is an

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old school speakerphone you know over the star 
trek three-legged square black speaker phones

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and um i doubt the dalton dial the phone number 
my contact picks up the phone he says hey ari

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how’s it going and he says to me ari let 
us tell you who’s the room with us today

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and i was like oh dear allies be someone else 
there next thing i hear is my name’s nick i’m ceo

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of the company i was like oh wow this is good my 
name is chris i’m head of global i.t this is even

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better my name is julium head of marketing this is 
amazing i mean everybody in this room on this call

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was a decision maker like if it’s going to happen 
it’s going to happen today they’re all there right

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this is game on correct it’s if it’s going to 
happen it’s going to happen now so i i describe

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what we do introduced myself then i gave a live 
demo over the web of our product being collected

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on their websites ahead of time i showed all the 
live data and we’re logging in they’re seeing this

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and i’m hearing this noise in the phone call like 
wow this is great this is amazing i can’t they

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start asking me all kinds of questions how does 
it work how do we install it what’s technology

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who are our clients how long been around i mean 
every question you can imagine of course i had

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all the answers i was competent there was so 
much chemistry on this phone call it was like

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a love fest on the phone you don’t talk about yeah 
i do i do i feel like i’ve made this call too many

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times yeah they got the questions you got the 
answers you’re saying yourself oh this is perfect

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and so i’m just doing my thing i always read 
all the books and sales i listened to cds in

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my car back then with the seminars i i was a 
student and i was doing everything i was taught

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to do build relationships building rapport 
uh answering objections and the hour goes by

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they’re loving it and the call comes to a close 
and my contact says me ari this is great we

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love it look give us a call a couple weeks 
follow up with us and we’ll move this thing

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forward say to myself oh thank you god 
i was like wow what an amazing ending

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so i said my goodbyes and i took my hand and 
i reached for the speakerphone in the middle

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of the table as i’m racing for the off button 
on the phone by complete accident now it’s a

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divine intervention my thumb hit the mute button 
instead of the off button they were right next to

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each other and a small click happened and they 
thought i hung up the phone that’s a good trick

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but that’s not your sales advice is it no no and 
that split second a voice inside of me said ari

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go to the dark side be a fly in the wall go where 
no one’s ever gone before in the world of sales

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so i pulled my thumb back for a couple seconds 
they started talking amongst themselves thinking i

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had left the call now this is not a trick question 
but what would you imagine or expect them to

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sit after a call like that well i mean i would 
imagine they’d be talking about you the person

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you know do we like that 
guy do we like this product

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how you know they’ll be talking about 
how they’re going to go forward and buy

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and which would be really interesting that’s what 
i expected as well but let me share with you what

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i heard verbatim word for word that’s why we’re 
all here today what they said was this they said

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we’re not gonna go with him keep using him for 
more information and make sure we shop someplace

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else cheaper i was in a state of shock shut down 
oh i hit the off button hell of the wall i said to

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myself what did i do wrong i was professional 
i was competent i knew my product i was not

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aggressive i did everything i was trained and 
taught to do by the sales gurus yeah and the first

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big epiphany hit me you can tell me if you agree 
with this or not there’s somewhere along the way

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it has become socially acceptable not to tell 
the truth the people who sell that’s so sad

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it’s so frustrating it’s okay to say things like 
sounds good send me information we’re definitely

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interested wait wait wait send me a what proposal 
yeah without any intention of buying so were you

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in the room with anybody else no just myself 
and my director and he was also did a shock

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and then i had a realization and i realized that 
moment that there is a visible river pressure

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that flows underneath every sales competition 
you have with somebody pre-sale now you can’t

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see it and they can’t see it but they can feel it 
if you are consciously aware of that pressure and

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removing the pressure out of the conversation all 
the time but you’ll never get the point where you

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can create what i call a bubble of vulnerability 
where they feel comfortable telling you the truth

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and that’s where i created my whole unlock the 
game mindset shift concept 20 years ago where you

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let go of the goal of the sale and you focus only 
on deep authentic trust building to get the truth

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then you can see if you’re fit or not that 
became the whole premise behind our system

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so ari one of the questions i’m sure our listeners 
have how do you get across your product messages

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your brand messages but also the vulnerability 
to create this trust you don’t you don’t get your

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product information across you don’t get your 
brand across yes you don’t it’s not about you

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it’s not about what you have about nothing to do 
with what you have to do to build trust the way

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you build trust with someone is you focus in on 
the problems that your solution solves for them

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you start in their world you get them to own 
the problem you get them to accept the problem

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and commit to the problem you don’t they 
don’t really care about how you solve it

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all they care about is if you’re the one to solve 
it or not so the whole time they’re not asking

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themselves oh i want to learn about their product 
no what they’re asking themselves is do i trust

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him do i trust him this is an issue of trust not 
an issue of your product being better than someone

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else’s and that’s what people don’t realize that 
we are now living in an age of commoditization

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where every solution appears to look like the 
same from the outside world they can’t they’re

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not they’re not qualified to discern your product 
being better to someone else so they see those all

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the same so how you’re going to win this new 
economy you differentiate not by your product

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you differentiate by your approach i’ll put 
a question for you so i’m going to butt in

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wendy firstly when do you think that change 
happened in the market um like was there a

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defining point where you see that happening and 
the second one is is this kind of like reactionary

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to the straight line sales method is it well 
is i think it’s been a brewing revolt against

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traditional selling for a long long 
time yeah people have been burnt

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rejected taken advantage of for years and 
they know it hello when you’re in that game

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when you call someone say hi my name is i’m with 
i’m with a it’s over to hello they know it right

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away so the last three or four years though with 
the internet what’s happening is it’s commoditized

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every product to look like basically a website and 
now no longer can the market discern what’s right

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or wrong for them because it all appears to be the 
same insurance insurance financial advice whatever

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your software software they aren’t experts they 
aren’t qualified to determine whether what’s right

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for them or not based upon product knowledge 
which is so contrarian because we’re taught

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that we’re supposed to educate our market and 
our clients on our product but let me tell you

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right now the last thing your ideal client 
wants is education information yeah give

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me more that’s the last thing people want is more 
information are you kidding me we’re in the age of

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unlimited information what they want is someone 
they can trust to solve their problem it’s like

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a doctor-patient relationship right you go 
to the doctor they say where does it hurt

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and the focus is in the problem not what’s 
in the medicine bottle and prescription

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so ari i love this idea of blowing up traditional 
sales processes on sales methodologies

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how do you teach younger people who maybe 
have come through or even older people now

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running a business that have come through that 
traditional model how do you teach them to build

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trust so quickly well first they have to be open 
open-minded to willing to accept the truth that

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their sales challenge is not their product or 
their market it’s themselves think about it their

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clients have a problem they have the solution 
straight line of sight what’s the middle of that

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us we fumble the ball with our sales process 
and that and so the way they shift is by first

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cleaning out their mental hard drive and the 
conditioning what they believe selling is

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redefining i’ll give you a couple myths right now 
to do that the first myth and you i know in this

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one is that the sales is a numbers game i’m sure 
heard that before over your career all the time

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of course it’s from the 1980s and that came 
from the idea that the more contacts you make

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the more sales you’re supposed to make 
well we discovered in this economy now

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it’s not about how many contacts 
you make anymore it’s about how deep

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you go on each conversation not how good you are 
at how many phone calls you make the second myth

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is the idea of the sale is lost at the end of the 
process and i should have been there before you

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had a deal pending it looked really good all 
every box was ticked at the end it just kind

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of like fell through like what happened like they 
were perfect for us and what we discovered in this

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economy now the sale is not lost anymore at the 
end of the process is now lost at the beginning

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at hello it’s like i said if someone calls 
you in the phone tomorrow morning you hear hi

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my name is i’m with what goes through your 
mind about three seconds i do not want to

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talk to this person it’s over hello and i’m not 
suggesting that your people listening here are

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doing outbound calls maybe they are but if they’re 
not they’ll make the case say they’re losing their

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opportunities not at the end of the process 
they’re losing it where at the start at hello

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so if if i’m a business owner and i want 
to really reinvigorate my sales process

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where would you suggest we start to invigorate the 
sales process you said correct to do an inventory

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of the three to five core problems that you help 
your ideal client solve and be very clear on that

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unpack it and have a brainstorming discussion 
with your team about this to make sure you know

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all the intricacies of what the problems are that 
you solve for your market then you you’re you’re

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you enter the sales conversation talking about 
the problems not the solution because you want

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the your market and your clients to prospects to 
acknowledge the problem then peel the problem back

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and amplify it to the point where you can roi 
the impact of not solving it and ask them this

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question and here’s the profound question you 
want to ask is this a priority for you to solve

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once and for all or is it something you have 
to live with unresolved and i’m okay either way

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that is a powerful question can i um i made the 
observation just um as as i’ve consumed your

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content ari is um it’s a very similar approach to 
like chris voss’s approach to hostage negotiation

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like this um putting the onus back on the person 
that you’re talking to to actually help you solve

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the problem rather than you coming in with the 
solution all the time is that a conscious thing

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or is that just coincidental maybe it’s quite 
gentle but uh there’s the differences in how you

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go by doing it from the fbi point of view from my 
point of view but but the overall concept is that

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you want it to it’s like a therapist 
and a patient if the patient doesn’t

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own the problem acknowledge it they’re the worst 
patients to ever have because you’ve got to drag

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them through the process and chase them that’s why 
you want to make sure in the beginning the process

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that you they acknowledge the depths of the 
problem they’re vulnerable enough to admit to you

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that it’s real and it’s hard because when you meet 
someone new or have a first call with somebody or

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scheduled linkedin meeting with someone for the 
first time they don’t want to be vulnerable with

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you and share with you the truth their problem 
they just want to like give you a few breadcrumbs

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for you to chew on and be excited about it and 
then hopefully build a relationship with them and

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hopefully all go as well well good luck with that 
one because you get a lot of i’ll think about it

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ari you’ve talked and written a lot 
about what you’ve learned from your son

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and there are some human skills that we need 
to build around trusts and authenticity and

0:16:44.160,0:16:49.360
building relationships can you talk about that 
a little bit for our listeners and give us the

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insights to bring that authenticity and 
pithy empathy sorry into our relationships

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sure so when my son toby is born about 18 years 
ago after a day after was born we were told that

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he had down syndrome and at first we weren’t sure 
what that meant to our lives then we realized

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we had a gift on our hands if you know anybody 
who has down syndrome we know the special gifts

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they have yeah you know they’re loving they’re 
transparent they have no hidden agenda they’re

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just full of love and he impacted me so much 
wrote a book about him called lessons from toby

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how this is centered in your personal business 
life and every patient lesson i left from over 365

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days for the whole year a lot of my clients have 
next to their bedside and basically what i learned

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from him is that he’s the role model we have to 
become like him where he doesn’t have any hidden

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agenda he’s not he’s fully present with you you 
feel that see in sales we’re not our minds always

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trying to qualify and go to a next step in the 
back of our brain oh he’s oh how many want to buy

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oh great if i just came to the next step oh my 
god this is great see we’re already over here

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and they’re over here and and the way you make the 
shift and learn from him is you got to be present

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with the other person in your sales process 
100 in their world and i tell my clients you

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have to fall out of love with your solution and 
fall in love with your clients problems because

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you’ll be able to enter their world and stay in 
there as long as you can if they ask you for help

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what was it that um practically you were 
able to take from that into a sales call

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well it’s helped me and now i teach this to be 
to have the courage and the boldness to tell

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prospects in the sales process the truth of their 
situation whether they want to hear it or not

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because see we’re in sales we’re taught 
to play the game see we think our job is

0:18:43.200,0:18:52.960
to build a relationship with someone in the sales 
process first and i tell my clients stop building

0:18:52.960,0:19:00.080
relationships with people in your sales process 
you build them post sale not pre-sale they don’t

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want to become your friend they know it’s fake 
anyways that’s like 1980s oh how’s it going nice

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to meet you hey mate so what do you do that’s like 
oh my god they know right away what’s going on

0:19:12.080,0:19:17.200
it’s fake and they know it so that’s why we strip 
out the relationship building now we still have

0:19:17.200,0:19:23.360
bedside manner we still have warmth empathy like 
like a doctor but we focus on x-raying the problem

0:19:23.360,0:19:28.880
right away and that’s all they want they want a 
spotlight on their own problem they want someone

0:19:28.880,0:19:34.080
to peel the problem back to help them understand 
the impact of it they don’t want to become your

0:19:34.080,0:19:40.240
friend so quickly it’s awkward anyways only 
wants to become a client people relationship

0:19:40.240,0:19:44.240
with them which i know is very contrarian i 
know drops a bomb on the whole thinking around

0:19:44.240,0:19:49.600
sales and relationship building and everyone’s 
like oh the relationship first i’m like no i think

0:19:49.600,0:19:55.120
that’s why we like it because we’re as you’ve 
probably worked out we’re not born salespeople

0:19:57.120,0:20:04.320
we’ve grown up in business or in work and we’ve 
had to learn those skills and you look to other

0:20:04.320,0:20:10.000
leaders and you listen and you try and practice 
those things but in reality you’re sometimes

0:20:10.000,0:20:18.080
picking up really bad habits so how would you 
suggest business owners or leaders unlearn some

0:20:18.080,0:20:30.240
of those things well the first big idea here is to 
stop giving value whoa stop doing free consulting

0:20:31.760,0:20:42.160
stop giving information replace giving value 
with providing clarity providing clarity on their

0:20:42.160,0:20:45.760
problem that’s what they really want you know when 
you go to a doctor and you see your shoulder hurt

0:20:45.760,0:20:50.240
says let me take a look you go oh wow oh you need 
an x-ray we need a little x-ray on that you get

0:20:50.240,0:20:56.640
the x-ray explains you see that little spot right 
there that’s what’s going on and you go oh now i

0:20:56.640,0:21:01.920
understand what the problem is there’s a sense 
of relief when you find somebody who understands

0:21:01.920,0:21:07.040
your problem in a deep way it’s like it right it’s 
like vibration resonance like you you say yourself

0:21:07.040,0:21:13.440
he just gets me there’s more relief from 
knowing what the problem is than solving it

0:21:14.080,0:21:18.880
but what do we do in sales i can help you with 
that absolutely wait did you see what i got we got

0:21:18.880,0:21:24.560
demos we got insurance we got see we can’t wait to 
qualify somebody and immediately start doing what

0:21:25.840,0:21:32.240
yeah pitching educate i’m gonna give you lots of 
value lots of value today and i hope that all that

0:21:32.240,0:21:37.520
value really you enjoy that and then hopefully 
we’ll go from there how’s that sound oh my god no

0:21:38.400,0:21:44.000
stop talking that’s what happens i have my class 
record their phone calls or sales calls for

0:21:44.000,0:21:49.120
our they played those calls and i stopped 
the tape and i’m like what are you doing

0:21:51.040,0:21:56.400
stop talking stop trying to build a relationship 
stop trying to move it forward stop working so

0:21:56.400,0:22:02.480
hard you got to shift your thinking here to 
really x-ray the problem and know how to um

0:22:02.480,0:22:06.400
go down what i call go down the iceberg with 
somebody because they’ll start with the top of

0:22:06.400,0:22:11.520
the iceberg just give you enough artificial little 
things to get you interested then you got to peel

0:22:11.520,0:22:14.880
the onion back to the bottom of the aspirin 
make sure they want they want your help or not

0:22:14.880,0:22:22.960
you can’t go forward go down alright is that true 
of the marketing of a product as well as the sales

0:22:22.960,0:22:28.880
process or do you see those two as two same 
you have to if you want to market your solution

0:22:29.520,0:22:37.360
you market it around the problems not the future 
benefits see future selling is dead if you got

0:22:37.360,0:22:42.480
my software it’ll change your life it’ll be so 
much more efficient you’ll save so much from

0:22:42.480,0:22:49.360
see we’re so conditioned from the old sales 
gurus to sell the future sell sell the benefits

0:22:49.360,0:22:53.840
the problem is in this day and age 
now people can’t think past tomorrow

0:22:54.960,0:22:59.760
they can’t think past the next 10 minutes we’re 
we’re so fried with all that’s going on the

0:22:59.760,0:23:06.000
world right now and here we are trying to sell 
the benefits i’m like no don’t sell the future

0:23:06.800,0:23:14.720
focus on the problems they have now in roi 
the problems so the cost to solve it is less

0:23:14.720,0:23:18.240
than almost cost them not to solve it and ask if 
they want to solve it or not it’s pretty simple

0:23:19.760,0:23:27.040
and would you say that the changes through covert 
and the pandemic have only enhanced that or have

0:23:27.040,0:23:34.000
you seen a a shift due to covert out there in the 
marketplace well i think it’s 10x the sensitivity

0:23:34.000,0:23:39.520
in the market now to anybody who’s promoting 
themselves who’s selling with any kind of sales

0:23:39.520,0:23:45.520
techniques at all or online who’s using the same 
approach through different mediums like like look

0:23:45.520,0:23:49.920
at linkedin right now look at your inbox you get 
a lot of hey would you like a free consultation

0:23:49.920,0:23:53.440
i got a free report for you over here now wait a 
second i got a survey you should probably take too

0:23:54.000,0:23:58.640
they’re using the same old-school approach 
in a new medium no one’s changed anything yet

0:24:00.320,0:24:06.160
i’m feeling guilty as charged all over this code 
i’ll tell you one more thing i’m going to ask all

0:24:06.160,0:24:11.680
your viewers right now to take a verbal oath with 
me an oath to remove one key phrase forever from

0:24:11.680,0:24:17.040
your vocabulary and never ever use it again okay 
what is it this might hurt just a bit if you’ve

0:24:17.040,0:24:22.320
been a sales for a long time but here it is i’m 
going to ask you all to never again use the phrase

0:24:24.560,0:24:27.760
follow-up ever again for the 
rest of your life in business

0:24:28.560,0:24:31.840
okay what’s the only industry 
that uses the word follow-up

0:24:33.920,0:24:41.360
sales hi i’m giving you a call a follow-up to 
move things where towards the sale and i’m sure

0:24:41.360,0:24:44.720
if i have them all raise their hand right now i’m 
watching and i’d ask how many of you in the last

0:24:44.720,0:24:48.720
few weeks had called someone and said that i’m 
gonna follow up or email someone hi i’m ready

0:24:48.720,0:24:54.640
to follow up what are they thinking the other 
person’s going oh no they’re chasing me so what

0:24:54.640,0:25:00.160
you say instead is this you say i’m giving you 
a ring giving you a call to see if you have any

0:25:02.240,0:25:09.360
feedback on our previous conversation any feedback 
on our last meeting any feedback on our last email

0:25:09.360,0:25:16.560
see feedback going where away from the sale 
not towards the sale see you’ve got to reverse

0:25:17.680,0:25:26.160
direction on your process on your mindset away 
from your goal towards their goal and stay in

0:25:26.160,0:25:31.680
that path as long as you can because if you 
jump out there early you’ve lost them that

0:25:31.680,0:25:37.040
actually really surprised me right then ari 
when you said the one thing you need to say

0:25:38.000,0:25:45.520
is feedback because naturally that i go that 
does take me away from the sale or or even you

0:25:45.520,0:25:52.480
know looking for that closed moment where they can 
commit so how do you go from okay give me feedback

0:25:53.200,0:25:59.600
to let’s actually now take action and solve 
the problem well you get the the purpose of the

0:25:59.600,0:26:07.520
word feedback is to elicit the truth the truth of 
whether there’s a fit between you and them or not

0:26:08.720,0:26:11.360
and you know that by them opening up 
to you and telling you where they stand

0:26:12.480,0:26:16.400
if they open up to you and they express the issue 
it’s serious they want to solve it then they’re

0:26:16.400,0:26:22.400
going to say to you how can you help me but you 
are not allowed to jump in prematurely and offer

0:26:22.400,0:26:29.520
a path to solution until you hear the magic words 
which are how do you work or how can you help me

0:26:30.640,0:26:33.840
because yes that’s the hardest thing for us 
to do because we want to we don’t want to hold

0:26:33.840,0:26:38.880
back we love what we do we’re so passionate the 
moment we find someone it’s a fit we can’t wait

0:26:38.880,0:26:47.840
to what we can’t wait to tell them about it do 
you find that the australian market is different

0:26:48.640,0:26:53.520
uh culturally to the way that they respond 
to sales than any other part of the world i

0:26:53.520,0:26:58.080
think it’s the same i’ve been doing both sides of 
the of the of the pond for a long long time now

0:26:58.080,0:27:05.840
and people here are clients over there everyone 
hates being sold to and they hate having to sell

0:27:07.120,0:27:17.440
no difference we’ve got listeners uh i guess 
across asia pack um uk island north america um

0:27:17.440,0:27:24.320
and spattering across asia do you have any 
recommendations in a post-covered world

0:27:25.040,0:27:33.920
on the best way to maximize the next actions in 
sales what do you mean i mean where should people

0:27:33.920,0:27:40.720
go right now to to restart their business to get 
back the momentum and get things flowing again

0:27:42.160,0:27:48.160
they have to shift their own thinking first 
there’s no action to take until they’re first open

0:27:48.960,0:27:52.880
to being willing to accept 
the fact their conditioning

0:27:53.680,0:28:00.160
from their past experience of selling is the 
problem they are the problem don’t take any action

0:28:01.200,0:28:06.720
until you flip the switch on what you should be 
doing in terms of repurposing your approach at

0:28:06.720,0:28:12.240
the market away from your solution to focusing 
on the problem and having a language path and a

0:28:12.240,0:28:18.880
roadmap for that process that’s great advice 
i know we’re running short of time so i want

0:28:18.880,0:28:24.720
to give a huge thanks i know i’ve learned a 
lot i’m sure our listeners have learnt a lot

0:28:25.280,0:28:32.240
of being challenged um and i’m feeling somewhat 
conscious about going to the whiteboard now

0:28:32.240,0:28:35.520
and writing up a whole bunch of things 
i’m going to change about my sales process

0:28:36.160,0:28:42.800
um i want to thank you do you have any last 
recommendations or suggestions on where people

0:28:42.800,0:28:49.440
can get more content from you uh to help them 
well first i’m very accessible come to linkedin

0:28:49.440,0:28:54.080
introduce yourself connect with me let us know 
that you heard us here uh if you want to actually

0:28:54.080,0:28:59.840
take a step forward we have a free intro course 
unlockthegame.com you can grab a course free

0:28:59.840,0:29:05.600
course the intro course there and also i i host 
a show once a month called stump the guru yeah i

0:29:05.600,0:29:11.200
love that if you have not got onto that show 
uh get on to stop the guru and and try and

0:29:11.200,0:29:14.880
harry that’s through linkedin you can just jump 
in and um you can just ask me any question you

0:29:14.880,0:29:20.320
want and give me your toughest challenge i’ve 
heard many over the last 20 years that’s so well

0:29:20.320,0:29:26.400
i have i have one last question what for you has 
been when a sales call has gone horribly wrong

0:29:28.400,0:29:35.120
great question it happened to me it’s the it 
slipped through my my my radar system one recently

0:29:35.680,0:29:40.880
and i just can’t i keep kicking myself for 
this so i know what my my rules should be

0:29:42.160,0:29:47.680
uh someone came to our website full contact us 
form and so we’re looking to bring someone in

0:29:47.680,0:29:51.120
right away to train our whole global 
sales team we’re deciding on tuesday

0:29:51.680,0:29:55.040
and uh we’re making a decision quickly we 
wanted to talk to all as fast as possible

0:29:57.120,0:30:03.680
now pre what i know now you know that would 
my alarm would go off right away because

0:30:05.200,0:30:11.280
there i i i i i just debated with hit the call 
or not and i’ve got a process for high range

0:30:11.280,0:30:15.920
phone calls but i took the call right away which 
i shouldn’t have done and i got my call with them

0:30:16.560,0:30:20.320
and they put the whole ball in my 
court wanted me to pitch to them

0:30:20.320,0:30:28.320
as to why they should choose me over someone 
else which is so counter to everything that i do

0:30:28.880,0:30:35.440
and i slap myself and i just we disengage a 
nicely very short amount of time because i

0:30:35.440,0:30:39.120
started asking them questions but they didn’t 
want to answer it i knew right away this is going

0:30:39.120,0:30:46.160
to be bad quick so i recommend they go see someone 
else and i learn from my and i remind myself again

0:30:47.520,0:30:53.920
never engage with someone who is not 
open to talking about their problem first

0:30:56.640,0:31:02.640
that’s so good ari your website 
unlockedthegame.com yes is that

0:31:02.640,0:31:07.520
right correct jump on linkedin anywhere else 
people come back with me on linkedin say hello

0:31:07.520,0:31:10.080
we can we can connect there i’ll give you 
some resources if you like from that point

0:31:10.080,0:31:14.400
but i think it’s the best place to hold me 
on unlockthegame.com or linkedin yeah thank

0:31:14.400,0:31:21.440
you so much stu where can people find us of 
course uh visit waymaker.io and uh you can

0:31:21.440,0:31:28.000
download resources listen to this podcast uh 
subscribe to us on all your favorite channels

0:31:28.000,0:31:45.840
and tell your friends all about ari alright thanks 
for joining us i appreciate it thank you so much

0:31:51.440,0:31:51.940
you