Unlocking the sales game: Building trust over transactions
In this insightful episode of Vistage LIVE, Stephanie Christopher sits down with Ari Galper, the world’s leading authority on trust-based selling and founder of Unlock the Sales Game.
Ari shares his journey from high-tech sales to pioneering a sales philosophy that flips traditional methods on their head. For example, he introduces trust-based selling, where closing deals depends on creating genuine human connections rooted in trust—not just pitching a product.
He explains that breaking free from outdated sales tactics and adopting a doctor-patient mindset transforms the sales process. As a result, prospects feel safe, understood, and open to deeper engagement.
Ari reveals why letting go of “selling” and focusing purely on understanding client pain points differentiates top performers in today’s market.
Key takeaways:
- Trust over tactics: Traditional sales often prioritise closing deals over relationships. Instead, Ari emphasizes building trust first. Consequently, this approach leads to more meaningful and successful interactions.
- Doctor-Patient mindset: Sales professionals should approach conversations like a doctor diagnosing a patient. By doing so, they focus on understanding client issues before offering solutions. This way, they foster deeper connections and more effective problem-solving.
- Eliminating pressure: By removing the pressure to sell and concentrating on client needs, conversations become more authentic and productive. As a result, resistance decreases and trust grows.
- Authentic engagement: Engaging clients in honest discussions about their challenges leads to stronger relationships and, ultimately, more successful sales outcomes.
This episode offers valuable insights for business leaders seeking to improve their sales strategies. By prioritising trust and authenticity, leaders can foster long-lasting client relationships and achieve better business results.
