Dave Lukas Chats with Ari Galper
298: Redefining Sales and Unlocking the Sales Game with the World’s #1 Authority on Trust-Based Selling, Ari Galper
This week’s Misfit Entrepreneur is Ari Galper. Ari is the world’s #1 authority on trust-based selling. He’s the best-selling author of “Unlock the Sales Game,” a must read by the way, and “The One Call Sale.” He’s been featured everywhere from Forbes to INC and CNN and is sought after by business owners, entrepreneurs, and major corporations like Citibank and GE to help them improve their sales organizations.
But the thing I am most excited for Air to share is the journey he took to become who he is. In some ways, it parallels my own journey with the Misfit Entrepreneur as we both have a very special why. Of course, we are going to talk all things sales and selling too.
www.UnlocktheGame.com for a copy of Ari’s book and other free resources
Ari met his wife over 20 years ago. She was from Sydney, Australia. He came to meet her family and fell in love with the country. They lived in LA for a while and moved to Australia after the birth of their son.
He was in professional sales in tech and other industries prior to going out on his own.
At the 6:30 mark, Ari tells the story of a major sale that would double the size of the tech company he was working. He did the demo and got awesome feedback. It went so well, he thought it was a done deal – until it wasn’t. This was where he learned how important it was to use trust-based selling to succeed.
Ari asked himself, “Why are people afraid to tell me the truth?”
You must shift your mindset away from the goal of the sale and instead build deep trust with people where they feel vulnerable and comfortable enough to open up and tell you the truth.
You credit learning to be your son’s dad as a breakthrough for Trust-Based selling – what was the breakthrough.
So, what is it that companies and salespeople doing wrong in selling?
Define Trust-Based Selling…
Take us through the process. How does an entrepreneur or salesperson get to the point where a prospect believes that they truly get them and understand them?
Why is the sale lost at “hello?” And what do people need to do differently in the beginning?
At the 25 min mark, Ari gives examples of what to say on an initial call.
How is unlocking the sales game comparable to the Japanese art of Aikido?
How does someone develop themselves to be able to practice Trust-Based Selling?
Talk to us about the “One Call Sale.” Explain your philosophy.
Misfits, you’ve no doubt heard of Shopify before, but it you haven’t checked all the platform does for you, you’re missing out.
It is designed for anyone to sell anywhere, giving entrepreneurs like myself the resources once reserved for big business - customized for my needs - with a great looking online store that brings my idea to life, and tools to manage my day-to-day and drive sales.
It will do the same for you. Making your idea real opens endless possibilities; it’s a journey but that's the beauty of entrepreneurship – but we don’t have to make it unnecessarily hard on ourselves. Years ago, when I started my first online businesses, it was crazy. I had to piece everything together with different platforms, etc. It was like a Frankenstein. I would have done anything for a solution like Shopify and that is why I love it so much. I love how Shopify makes it easy for anyone to successfully run their own business and they power millions of entrepreneurs just like me and you - from first-sale to full-scale.
Every twenty-eight seconds a small business owner makes their first sale on Shopify. And you can get started easily by building and customizing your online store with no coding or design experience, access powerful tools to help you find customers, drive sales, and manage your day-to-day. Even gain knowledge and confidence with extensive resources to help you succeed. Plus, with 24/7 support, you’re never alone. More than a store, Shopify grows with you. This possibility, all powered by Shopify.
And right now, Shopify is giving Misfit Listeners a 14-day FREE trial. Just go to www.Shopify.com/misfit (ALL LOWERCASE)
Misfits, you’ve heard me talk about my trading and investing many times. I’ve been in the game for almost 20 years and have taught thousands of students all over the world my strategies. One thing I have always looked for are trends that are a good opportunity for investors.
Recently, I was introduced to an opportunity that may be positioned very well for the times we are in. In fact, after some research, I saw this company is not only debt-free with millions in the bank, but they are also the only gold company in the world that will commence production in the second half of 2022. On top of that, they are drilling and mining in some of the best new spots in the world and 90% of their property has never been mined and drilled and they just began their largest project in company history. The company is called Blue Lagoon Resources, ticker symbol BLAGF.
BLAGF operates gold mining operations throughout the world and is especially poised to take advantage of the coveted Dome Mountain area in British Columbia. The company is being invested in and backed by many long-time gold players such as Dr. Quinton Hennigh, an economic geologist with 25 years of exploration experience, mainly gold related.
Now, with gold approaching all-time highs, it is poised to reap the benefits.
I’ve always loved gold as a store of value and a hedge against inflation and have traded many companies like BLAGF who have appreciated hundreds of percent. While no one can guarantee that will happen with BLAGF and I am not giving your financial advice (you should consult with your financial adviser), I do see great opportunity for the company and the fact that they are debt free and being pursued by major gold players is a good sign.
To learn more about Blue Lagoon Resources and stay up to date with the company’s success, go to https://bluelagoonresources.com/