Ari Galper
Ari Galper is the number one authority on trust-based selling. In today's over-marketed and commoditized world, Ari has defined the state of selling in today's economy as the "Trust Recession". You know you're in the Trust Recession if you're doing free consulting, using "value" to sell and chasing your prospects... only to then hear: "I'd like to think about it." Learn how to collapse your long sales cycle into a very short one and save yourself precious time. In Ari's first best-selling book, "Unlock The Sales Game", he describes his revolutionary sales approach based on getting to the truth and why shifting your mindset to deep trust, instead of "the sale" - ironically, can double your sales. His second most popular book, "Trusted Authority", explains how to position yourself as a "category-of-one" to your market, creating inbound scheduled appointments, and having clients pursuing you -- instead of you pursuing them. Ari's latest book, "TRUST - In A Split Second", reveals the psychological and behavioral triggers you need to know to prevent potential clients from delaying their decision to hire you. In "Are You Chasing Ghosts"? -- this breakthrough book finally solves the never-ending persistent problem of chasing leads who don't call you back. You'll never again have to hear: "I'll get back to you when I'm ready", "I can't make a decision" and "I'll think about it." "The One Call Sale" (patent pending), provides a clear road map to collapse your sales cycle into one simple conversation... no pressure, no closing and no follow-up. Everything you learned about selling will be turned upside down. Ari is also the author of "Lessons From Toby", a special book about his son Toby who has Down Syndrome, who has made a major impact on Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, learn more at: TobysBook.com . Ari was recently interviewed by Kevin Harrington from "Shark Tank", was a featured speaker at the Financial Planning Association annual conference, and is a member of Vistage. Get Ari's 6 best-selling books for FREE here and you'll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00) . Connect with Ari on LinkedIn . Learn more here .
Articles by Ari Galper
- Business Growth
You Didn’t Lose the Prospect at “I Need to Think About It”
Here is what happened. Your prospect was describing their situation. It was familiar to you. You had seen this pattern before. Your mind started working.
- Business Growth
The Prospect Knows When You’re Listening to Sell
And that purpose, however sincerely it is felt to be in the prospect's best interest, creates a direction in the conversation that they can sense.
- Business Growth
The Free Consulting Trap That Costs Advisors More Than They Realise
It happens because advice, delivered without a commitment to act on it, has a specific quality: it is portable.
- Business Growth
The Counterintuitive Truth About Giving Less in a First Conversation
When an advisor enters a first sales conversation with no intention of sharing a solution, they are forced to do something else entirely.
- Business Growth
Stop Proving Something Your Prospect Already Believes
When an advisor asks a question that takes a prospect somewhere they have not previously been taken, something shifts.
- Business Growth
Slowing Down Is the Most Productive Thing You Can Do
When an advisor slows down, something becomes possible that was not possible before. There is a quality that shows up in the most effective first sales conversations, and it looks like inefficiency from the outside.
- Business Growth
Real Listening Is Not a Technique
Real listening has no technique. There is no behaviour to track. The advisor is not managing anything.
- Business Growth
How to Become the Only Advisor They Are Still Thinking About
That is what it means to become a category of one. Not a more impressive pitch. Not a stronger differentiator.
- Business Growth
Stop Trying to Be Liked by Prospects. Start Being Trusted.
When a prospect senses that maintaining harmony matters more than arriving at clarity, something changes in how they engage.
- Business Growth
Why the Sales Conversation That Felt Best Might Not Convert
The quality of a sales conversation is not reliably assessed by how it felt during it. There is a particular kind of first sales conversation that feels, in the moment and immediately afterward, like it went exceptionally well.
- Business Growth
Why the Right Prospect Rarely Asks About Fees First
The fee conversation is often treated as one of the more delicate moments in a financial advisory sales conversation.
- Business Growth
Why Selling, as It Is Taught, Creates the Problem It Tries to Solve
Trust is the new skill worth learning. And the first step toward it is recognizing what in the current approach is making trust difficult to build.
- Business Growth
Why Non-Attachment Is the Most Underrated Skill in Financial Advisory Sales
It is the idea of non-attachment to the outcome. Not indifference. Non-attachment is not the same thing as not caring.
- Business Growth
What No Follow-up Email Can Fix
There is something that happens in the gap between a first sales conversation and the follow-up, and it is worth understanding precisely.
- Business Growth
What Objections Are Actually Trying To Tell You
There is a way of thinking about objections in a sales conversation that changes everything about how they are received.
- Business Growth
What Happens in the Silence After a Good Question
The silence after a good question is not a problem to solve. It is the sound of something important being found. Let it run.
- Business Growth
The Safe Moment: When the Real Conversation Finally Begins
Quietly, usually somewhere in the middle of the conversation, and if you are not attuned to it, the conversation simply moves on.
- Business Growth
The Sales Dance and How It Starts
A quality of guardedness that does not quite match the pleasant tone of the exchange. This is sometimes described as the sales dance.
- Business Growth
The Problem With Trying To Overcome Resistance
To overcome something is to defeat it. To push past it. To win against it. There is a word that shows up in almost every piece of conventional sales training, and it is worth examining carefully because of what it communicates before any technique is applied.
- Business Growth
The Quiet Difference Between Rapport and Trust
They are related. They are not the same. And understanding the difference changes how a first sales conversation is approached.
- Business Growth
The Objection That Was Never Really About Your Fee
There is a moment in a financial advisory sales conversation that can feel like a negotiation starting.
- Business Growth
The One Call Sale: Why Some Prospects Decide in a Single Conversation
Not tentatively, not with conditions, not with a request for more time to compare options, but with a clear and genuine readiness to begin.
- Business Growth
The Language That Creates Safety
There is a particular quality of language that creates a specific experience in a first sales conversation.
- Business Growth
The Moment the Sales Conversation Actually Begins
It is a quieter moment than either of those, and it is easy to talk past it without realizing what was just possible.
- Business Growth
The First Thing a New Prospect Is Trying To Figure Out
The question is: does this person actually care about me, or about my assets? It sounds straightforward.
- Business Growth
The Difference Between Being Heard and Being Handled
The two feel somewhat similar from the inside when they are well executed, which is part of what makes the distinction so important to understand.
- Business Growth
The Financial Advisor Who Made Me Feel Like the Only Client They Had
The ones they have referred without being asked. The ones they call first when something changes in their lives.
- Business Growth
The Client Who Stays Is Not the One You Closed
The ones who stay are the ones who, in the first sales conversation, felt genuinely understood.
- Business Growth
The Conversation That Starts Before Hello
The first sales conversation with a prospect begins before the first words are exchanged.
- Business Growth
The Advisor Clients Never Leave
There is a quality that certain financial advisors develop over time, and it is not primarily about investment performance or market knowledge or the breadth of services they offer.
- Business Growth
Advisors Who Talk Less Win More First Meetings
There is a version of a first sales conversation in which the advisor is driving.
- Business Growth
Iceberg Questions: What Lives Beneath What the Prospect Is Telling You
Every prospect who sits down for a first sales conversation with a financial advisor arrives with two versions of their story.
- Business Growth
The Follow-Up That Wins Clients Without Chasing Them
There is a quality that is easy to understand intuitively but difficult to hold onto in the follow-up phase of a sales relationship.
- Business Growth
How To Reach the Truth After a Prospect Steps Back
When a prospect steps back after a first sales conversation, something is available in that moment that is rarely taken advantage of.
- Business Growth
After the Sales Conversation: What the Prospect Is Actually Deciding
There is a decision that a prospect makes after leaving a first sales conversation with a financial advisor, and it is not primarily about fees or process or credentials or performance history.
- Business Growth
Are You Being Shopped? What the Research Is Actually About
There is a pattern that financial advisors often encounter after what seemed like a genuinely positive first sales conversation.
