Trust-Based Selling with Ari Galper – ep 52

Join Ari Galper and me and learn more about “Trust-Based Selling”

📢 Ari Galper is the world’s #1 authority on trust-based #selling and has been featured in CEO Magazine, #Forbes, INC Magazine, #SkyNews, and the #Australian #Financial Review.

Ari has created a unique and different sales approach based on trust and integrity called UNLOCK THE GAME — designed so the dreaded act of “chasing” and the painful experience of #rejection is eliminated forever – a feat never thought possible, until now.

👉 To get Access to Ari’s Free Intro Course, visit


  • What is Trust-Based Selling Approach?

  • What are the sales myths we should all know?

  • What are the core principles behind Trust-Based Selling?

  • Trust based selling is a unique and effective approach to sales that focuses on building trust and integrity with clients.

  • Ari Galper is a leading authority on trust based selling and has been featured in various media outlets.

  • Unlock The Game is a sales method created by Ari Galper that eliminates the need for chasing and rejection in the sales process.

  • Boosting confidence in sales can be achieved through learning from professionals and implementing effective strategies and tips.


We are pleased to provide these show notes to make this podcast more accessible to those who prefer to read.

Please note that this is an automated transcription and may contain errors.


Mostafa Hosseini  0:03 

And we’re live Welcome to daily confidence for entrepreneurs. My name is Mostafa Hosseini, and I’m your host for the show. We got an amazing topic today talking about trust based selling with an absolute authority on the topic that is joining me here in a few minutes.

At daily confidence, we share tips, strategies, and actionable advice that you can use on a daily basis to boost your confidence in different areas of your business. And during day, watch my call show and after the show, we always do draws for gifts.

And if you want to enter the draw for the gift, if you liked the show, subscribe to our channel, comment, ask questions and engage if you’re live and or after the show, we still monitor the feed. And if you know a friend that could benefit from topic that we’re talking about here, tag them on the list, you still now watch my call, enter the draw.

And if you write a review about our show on Google, on Apple, Spotify in different places, still you enter, enter the draw. So and I think I’m going to analysis, the confidence giveaways coming up during the week of March 31 to June 6.

And the confidence giveaway is a giveaway that is designed to share gifts with coaches, consultants and entrepreneurs to help them boost their confidence in different areas of business.

So if growing your list and serving more people from around the world is on your radar, joining the giveaway might be a good idea. I’m going to share the link here on the top box. So you can check it out in the comments. And it’s going to be in the descriptions of the show as well. So my guest today is Ari galloper welcome Ari.

Ari Galper  1:57 

Thank you. So thanks for having me.

Mostafa Hosseini  2:00 

Great to have you on today. We’re talking about trust base selling Are you were you logging in from

Ari Galper  2:07 

actually from Sydney, Australia, but not from the US originally.

Mostafa Hosseini  2:11 

Very nice. And what time at what time isn’t that right now? It’s like five in the morning or something?

Ari Galper  2:15 

About 6:30am I’m used to it now.

Mostafa Hosseini  2:17 

Wow. Wow. Yeah. You must be an early riser. Good stuff. What’s the is it winter there right now?

Ari Galper  2:29 

It’s coming on winter. Yeah, get a little chillier now. Yeah, opposite.

Mostafa Hosseini  2:32 

Now you guys are like the exact opposite. We’re getting close. Well, it’s summery up here. No spring ish up in Canada. Like, one day it gets like a little warm next day. half a meter and warm. So we’re like we’re like always on our toes. And we always have our jackets ready.

Ari Galper  2:50 

Yeah. On Demand

Mostafa Hosseini  2:52 

on demand, like our winter stuff. doesn’t go away that often. Sure. So, um, let me do the proper introduction to Ari and then we’re going to dive right into it. No, Ari Galper is the world’s number one authority on trust based selling and has been featured in the CEO magazine, Forbes, Inc, magazine, Sky News, and the Australian Financial Review.

Our he has created a unique and different sales approach based on trust and integrity called Unlock The Game Design. So the dread act of chasing and the painful experience of rejection is eliminated forever. A feat never thought possible. Until now. Welcome Ari.

Ari Galper  3:42 

Thank you appreciate it.

Mostafa Hosseini  3:43 

I am excited to do this interview. Now for those of you who are watching or listening. Over the past few episodes, we’ve had a few sales professionals. Now sales is one of those things that people have a lot of hiccups around and comedy there, they have a lack of confidence for lack of better term. And so I think the past few episodes, and what we’re talking about today would be a really good booster for sales and boosting your confidence and becoming you know more confident when it comes to sales and we got a few different professionals for you to reach out.

And, you know, consult with them ask questions and get some coaching to get your sales to the next level. And also, if you’re watching listening, if you have any questions about trust based selling Ferrari, pop it in the chat box and we’ll do our best to address those questions. So alright. What is your story?

Ari Galper  4:48 

Well, you know, I’m you got the accent from the US. I’m from California originally met my wife on a dating site online 20 years ago.

 She’s from Sydney, Australia. She’s working in Los Angeles. So it is pretty swiping. This is like the days we email somebody, the photo and a profile that’s about it. And we started dating back then. And then we she had wanted to come to Australia visit my family and Sydney. I was like, wow, it’s a long trip, but I’ll give it a try.

So came out to Sydney, we got engaged here. And then we ended up starting our life here, and made it for 20 years now. And real briefly just mentioned that a first gift came to our lives about a year after we were married. That’s our son, Toby. And he has special needs.

 He has Down Syndrome and worse, and he’s an amazing boy. And he’s my inspiration. I wanted to kind of theme today because he’s very transparent, very loving, very open.

So if you know anybody who has Down syndrome, you know how special they are. So I’m going to theme that today around my approach, as I keep going today.

Mostafa Hosseini  5:49 

Love it. Love it. And is that your only child or you have more I got

Ari Galper  5:55 

to I’ve got a son, other son, Nathan 614. Now and Jamie, who’s 12. So, uh, yeah, there are a handful, but they’re great. And they inspire me. And it’s very much what I’ll be talking about today is how to stay centered and balanced in your life and be still be very successful in the game is selling.

Mostafa Hosseini  6:13 

Love it. And so what do you do? And who do you serve?

Ari Galper  6:18 

So I specialize in this area called trust based selling, which we’ll talk about today, which is really a major mindset shift. And I’ll talk to you about that, because it’s going to be about you. And you mentioned earlier how for some people, it’s challenging to make the sale, it’s challenging to play the game. The reason why is challenging for people, because we view it as a battle.

We go into battle, we put ourselves armor on, ready for bullets, we fight that battle to win that day. Well, that’s the old mindset.

That’s the old way of thinking of discuss today a new way of thinking and new mindset that will transform your thinking in a way where you’ll realize selling can be authentic, easy and super successful, if you deprogram yourself from the old way of thinking, so a bit of a tip there as we talk into this and go into this today and kind of share with people some ideas around that.

Mostafa Hosseini  7:06 

Love it. Love it. All right. So tell us about trust based selling, what is the definition of trust based selling?

Ari Galper  7:12 

Well, that I think I think I think that the core definition of it is that your goal with someone is not to focus on selling. Your goal is to focus only on trust building. When you focus on trust building only to someone what happens is, they feel they feel connected to you. And they feel you they want to work with you.

And I’m going to unpack that today in different layers. And it might make sense if you’d like to kind of give you a quick sense the story behind how I mentioned this and how where it came from, we can roll into more tips around that and ideas, let’s you know, stuff like that if you want.

Mostafa Hosseini  7:47 

Absolutely just give us a story behind how you got into this whole thing.

Ari Galper  7:51 

Sure. So about before I came out to Australia, I was a sales manager at a software company. And we lost the first online website tracking tools like data collection is now called Google Analytics. I’m sure you heard that before. But back then we were the first one to create that online tool. And I was managing 18 people underneath me at the time.

And the big leads came across my desk, the big opportunities, and it’s one deal came across my desk this contact and as you recognize them real big company, lots of websites, big opportunity. If I close one sale, it will double the revenue of the business in one sale. That’s how big it was. So I got to lead I call the contact back we had a nice conversation, we agreed to a conference call and a demonstration of our product. This is you know, his early days.

 So this person has seen their data being collected. So it was pretty exciting. It was Friday, four o’clock in the afternoon the whole company is Give me high fives no are a good job is if I get this sale, everyone gets a bonus the end of the year.

That’s how big it was. So a little bit of pressure on me but I was pretty calm. And I went in the conference room with my with my director, my CEO and I closed door behind me a big long conference table in the middle table. The speakerphone, you know the ones with three legs on it. No corporate speaker phones, like a spaceship on there.

 So I dialed the number they gave me the phone rings. He picks it up. He says hello. I said hey, how’s it going, John? And, and he in the end I said to him, he says to me Oh, sorry. Let me let us tell you who’s with us on the line today.

I was like, Oh, I didn’t know what else will be there. Next thing I hear is My name is Mike. I’m CEO. I was like wow, CEO of a whole company. It’s crazy. My name is Julia. I’m a head of Global Marketing. Oh, well, marketing is perfect. My name is Mike. I’m head of it.

I mean, everybody on this call Mostafa was basically a decision maker. I mean, this is a well because often as possible cuz they’re all there one time, right? Tough one. Exactly. So I begin to introduce myself. Then I started giving a live demo over the web to show them or look like the collector information in advance on one of the websites. We did it ahead of time.

I’m showing this to them on the internet via webinar And I saw hear this noise on the phone call like, Wow, that’s amazing. This is great. It’s her asking me all kinds of questions. How do we install it? How do we use it? How does it work? Who your case studies was technology?

You know, they have all the right kinds of questions. I had all the right kinds of answers. I mean, I was competent. I knew what I was doing. I was calm, I was trained in sales. I had all the books at home, I had the CDs in my car back then, you know, university in your car thing and I went to the seminars that I was doing, everything else was due.

There was so much chemistry on this phone call Mostafa. It was like, like a love fest on the phone. Very nice. You know, I’m talking about yeah, there’s so much chemistry going back and forth. I was getting the high five back here for my boss on my show.

He’s like, already nice job, you know, going back and forth, an hour goes by, they’re happy. I’m happy. The call kind of comes to a close. And my context, sesame Aria, this is great. We love it. Look, give us a call a couple of weeks, follow up with us.

 And we’ll move this thing forward. And I said to myself, ah, I’ll be so happy. And I said, my goodbyes, I took my arm and my hand and a reach for the phone to hit the off button in the middle of the table. speakerphone was, it’s embarrassing for the off button by complete accident.

 Now I said divine intervention by thumb hit the mute button instead of the off button by complete accident, and a small click happened. And they thought I hung up the phone. And that split second voices heard him he says Ari go to the dark side, be a fly on the wall.

You got nothing to lose. Listen to the call. And so I pulled my thumb back for a couple of seconds. They started talking amongst themselves thinking I had left the call.

Mostafa Hosseini  11:52 


Ari Galper  11:54 

Now this is not a trick question. But what might you think they I should have heard on that call? What would you expect to her than the call after call like that?

Mostafa Hosseini  12:03 

A lot of good stuff. I guess they open? Yeah, that’s why you would hear Yeah,

Ari Galper  12:12 

yeah, you’d expect these like, Hey, this is great. Let’s give them a call. You’d expect momentum towards the end? Right? Yeah. Well, let me tell you what this head verbatim word for it. I’ll never forget it.

So while we’re here today, what they said was is they said, We’re not going to go with him. Keep using him for more information. And make sure we shop someplace else. Cheaper.

Mostafa Hosseini  12:37 


Ari Galper  12:38 

In Heart twist, it was tough. I was in a state of shock. I couldn’t believe it. And I snapped out of it hit the off button. Look the walls into myself. What did I do wrong? I did everything I supposed to do build or pour was competent was nice listened. And the first big epiphany hit me.

And you can tell me if you get the data not the somewhere along the way. It has become socially acceptable. Not tell the truth. The people who sell right. Yeah. It’s okay to say things like sounds good. Send me information.

Oh, we’re definitely interested, but not having any intention of what? Buying? Exactly. And I was like, Oh, my God, I can’t believe this is going on. Then I had a big breakthrough, I realized that that moment, there is an invisible river of pressure that flows underneath your sales process.

Inside each competition would have somebody presale, now you can see it, and they can’t see it. But it is there. And I realized if I can figure out a way in a system to remove the pressure from the process, then I’ll build enough trust with someone to have them feel comfortable telling me the truth of where we stand.

So I’m not chasing ghosts anymore, and hoping the sales were close. And that became my whole Unlock The Game trust based mindset revolution with a mindset shift from letting go the sale to focusing on deep trust with people. And that ironically, creates a whole bunch of sales.

Mostafa Hosseini  14:10 

Got so you figured out afterwards that trust wasn’t built enough on that correct there was or before the call,

Ari Galper  14:19 

right? Because we’ve been conditioned and programmed to focus on selling, which is our goal, not focus on deep, genuine Trust, which is their go, see, they’ve got a problem. All they want is someone they can trust to solve it.

They don’t care about how you fix it the whole time thinking themselves. Do I trust him? Do I trust him? Do I trust him? They’re not saying Oh, do we like his product?

It’s trust missing. And I figured this out 20 years ago now we have, you know hundreds of 1000 people using our approach but the key here is it is a mindset shift to let go of the sale and go deep in the trust based sound process and I’ll share some ideas about how that all works.

Mostafa Hosseini  15:00 

Absolutely. What? Hey, George Nader Troy, thanks for joining us. If you guys have any questions or comments, feel free to pop it in the chat box, but trust me selling has already sharing his stories and his experience with us. Now what happened after that? Alright, what?

How did you nail down? That this was actually a trust issue and not a presentation that or maybe your brochures were not steep enough? Or, you know, how did you figure out that, you know, just this is the problem?

Ari Galper  15:31 

Well, they gave me every indication that they actually loved this product. They said it was the dream, it’s what they hoped they’d get. But with their hidden agenda, which I discovered, the truth was, they were just using me to shop someplace else.

So in retrospect, people always ask me now, if I if I knew now what I knew 20 years ago, how would what would I have done differently?

Mostafa Hosseini  15:56 

Right? What would you have done differently?

Ari Galper  16:00 

And the answer to that is, I never would have had the call. Really, I would discovered on our first competition with the gentlemen what the true agenda was. And that’s the key I’ll be talking about today. Ways to get the truth for the beginning, not the end.

Mostafa Hosseini  16:22 

Love it. That’s how you qualify and filter to your people. I can’t wait to hear more about that. So before we get into that, tell us about some of the myths about people have about sales.

Ari Galper  16:34 

Yes. So the three core myths that are still lodged in the back of our mental hard drive. I’ve got to reboot. Remember, you’re ready for this new concept because it is a bit of a shift. The first one you’ve ever heard this one, it’s called sales is a numbers game, right? It’s a very common one where we’re taught that the more contacts we make, the more sales we should be making.

Yeah, well, you know, we discovered in this economy now, it’s not about how many contacts you make anymore. It’s about how deep you go on each conversation, not how good you are, how many contacts you make, but how good you are at trust building.

Mostafa Hosseini  17:12 

Love, and what’s the next one?

Ari Galper  17:15 

The next one is that the sale is lost at the end of the process. I mean, I’m sure you’ve been there before so many people listening where you’ve had a deal pending, you work hard for it, at the end supposed to come through, it just drops out just disappears on yet, you know, I’m talking about Yeah.

 So we discovered that the sale now is not lost anymore. At the end of the process. It’s now locked at the beginning, as she lost the Hello. And I’ll prove it to you right now in a fun way. If someone calls your office tomorrow morning, Mustafa and you pick up the phone, and you hear Hi, my name is I’m with we are a walk us through mine in about three seconds.

Mostafa Hosseini  17:54 

Get me out of here.

Ari Galper  17:56 

It’s over at hello. Done over to Hello. I’m not suggesting that your folks are all making outbound calls. But I will make the case today that your most your people aren’t listening now are losing their sales. Not at the end of the process.

They’re losing it were at the beginning, the beginning and that’ll shock people as we’re hearing this, this, this recording today, they’re gonna go oh my god. After all these years, I thought it was about this close. Turns out it was lost way in the beginning.

And I got it. I got one more. I go alright, what is it? The last myth is the idea that rejection is part of the sales game. If you can’t take rejection, if you don’t have a thick skin, if you’re not tough enough, you’re not made for success, you know, as the old sales manager who got beat up over the years Uh, hey, you know, if you can’t take and no, you’re not made for it.

You know, we discovered in our research, that action actually is triggered by certain things you say and do that cause the other person to put the wall up, push back on you, and you get thrown back and I’ll share with you today what those triggers are, which will blow your blow your mind.

Mostafa Hosseini  19:09 

Love it. So far we got sales is a numbers game. But it’s actually a matter of how deep you go with your prospect. Yes, second was sales is lost at the end, but it’s actually lost in the beginning. Yes. And then the third one was rejection is triggered. Sales is part of sales.

That was the myth, but it’s actually triggered by our behavior and how we run the show basically, totally. Alright, so tell us more about that.

How do we let’s start with the first one sales is a numbers game but it’s all about how you go how deep you go with your prospect. How deep do we go on how do we actually go deep?

Ari Galper  19:48 

Sure. So your goal with our approach is not the sale. Your goal is the truth. What I call a bubble of vulnerability with the person so they feel comfortable trusting you at the human level authentically, and they feel comfortable telling you the truth of what they feel what they’re actually saying.

I’ll give example if you wanted this quick story on this. Recently, I had a phone call that came to my office got through my team got to me, and I picked the phone up. And I heard this I heard Mr. gulper. I said, Yes, he says my name is I’ll change the name John Johnson, I’m with XYZ company, you recognize the name their global business, and he says, I’m with XYZ company.

And we’re looking to bring someone in to change our sales thinking and our upgrade our skills for a whole sales team. We’re looking at you and two other people right now we’d like to know, first of all, why should we go with you?

Why are you the best and give me your best sales pitch? Hmm. He says this to me, of all people in the world, you know? So I took a deep breath. I lowered my voice, I got centered in my approach, as I teach. And I proceeded to say this, what I said was this, I said, Well, isn’t that interesting?

Uh huh. And there’s more. It’s coming. Now. That’s the first thing I said. Then I said this, I said, over here, our company, we have a similar process to you, where we ask some questions, gather information to see if we’re a good fit. And if we’re a good fit, we decided where to go from there. And I said to him, Would you be open to that?

Mostafa Hosseini  21:30 

Would you be open to that? Hmm.

Ari Galper  21:32 

And next thing I heard was dead silence. Not a word. I was like, Oh, my God, he’s still there that I have this. But he, he breathed. He says relief of breath comes out of his voice. And then he I can tell you lowers your shoulder, he just calm. He loses his armor, it becomes human again. He lowers his voice.

And he says to me, he says, Okay, what kind of questions do you have for me?

Mostafa Hosseini  21:56 

And she say, Sure, you just turn the table around right away. You’re like, all right, let me ask you a few questions.

Ari Galper  22:02 

I know, next thing I know, within five minutes, I discover one, he’s not a decision maker. To he has no budget. And three he just curious as to what I do. And off he went to YouTube, whatever. And I hung up the phone. Now what did my process just saved me months of

Mostafa Hosseini  22:20 

headaches, and going back and forth and follow ups and exhausting, frustrating?

Ari Galper  22:27 

It’s called Chasing Ghosts. Exactly. Like, there’s this drug in our bodies and is lightning. It’s triggered with inbound calls that you know, the drug is called. Hmm. It’s called hopium. You know, the hopium drug?

Mostafa Hosseini  22:42 

Well, yeah. Okay, I

Ari Galper  22:44 

get that. You’re so excited. You hope to work out. You tell your team, I got the phone call. You’re a high and you call them back. And you get their voicemail like, what he’s not even there. Then what you do next, you go to your computer.

And you’re right. Hi, I’m writing you to follow up on our conversation. So I’m going to ask your listeners right now. And viewers. Think of verbal abuse me not a legal one, but a verb one to never again, use this phrase I’m going to give you post RV ever again in the world of business. Now. I’m gonna give it to you right now with everybody.

But for those who’ve been to sales for a long time, this might hurt just a bit. Okay, Mostafa, sure, go for it. I’m going to ask you all to never again, use the phrase follow up ever again, for the rest of your life after this recording?

Mostafa Hosseini  23:35 

What should we use are saying that

Ari Galper  23:37 

what’s the only industry in the world they use the word follow up

Mostafa Hosseini  23:40 

sales, sales

Ari Galper  23:43 

kind of follow up and you’re sending the message. You’re one of the stereotypical people they hate. I’m calling to move things towards my sale. Or as a few more classical remember this one? I’m just give me a call to check in. Remember that one? Yeah, there’s one more. I’m giving you a call to touch base. These are. These are like, classic 1980s languaging, that just sends the wrong message.

So we have our own language critic called trust based languaging and replaces sales language that you’re used to. And here’s what you say instead, you say, I’m giving you a call to see if you have any feedback on our previous conversation, any feedback on our proposal, any feedback on our last meeting, see feedbacks going backwards, not forwards towards a sale your goal and here it is a Bama drop right now. Your goal is not to move the sales process forward.

 Because that’s putting pressure on them. They know the game they know it’s all about the money try and do that. You’ve lost them.

Now they’re nice to you, but you’re playing the game with them. If you instead reverse it, take the pressure out and you’re present with people. They’ll open up to you Telling the truth, you know where you stand. That’s all sample there of languaging sharing more if you’d like.

But that’s a sample of what I mean by

Mostafa Hosseini  25:07 

that model. Please do share more, but I’m just going to reiterate what you said. So instead of saying, follow up calling to follow up, you would say, I’m just looking for feedback on our meeting. Do you have any feedback for me?

Ari Galper  25:19 

Right? Yeah. And if not, do you have any thoughts or feedback on our previous conversation? And that’s

Mostafa Hosseini  25:24 

so you? Do you reckon that there is more you get more response responses with that phrase, versus Oh,

Ari Galper  25:31 

you, you, you’ll be in a state of shock when you try this tomorrow. Anybody? Try this tomorrow? Try it today. Watch what happens. When you say to somebody, um, just give me a call, give me feedback on our conversation.

They’ll start talking and talking and talking. And you’ll be like, Oh, my God, this guy was right. Ah, your entire career. See, we’re so conditioned to focus on the Yes, the all of our languaging is still comes from the past from 1980s and 1990s, sales approaches that don’t fit. Post COVID world people know when they’re in a sales process. 

They know when they’re being pursued, they know. And when they feel like you’re in chase mode, you’ve lost them. You’re now playing the numbers game, it’s over. You’re, you’re in lala land hoping you make the sale. It’ll never happen that way. 

You have to get the good people and not put that sales game anymore.

Mostafa Hosseini  26:22 

Very interesting. Very, very interesting. So next one, you said was you lose the sale at the beginning, not the end? How do we how do we tackle that? What’s the approach?

Ari Galper  26:32 

Yes. Okay. So there’s typically two scenarios, right? So one scenario is you’re doing outbound calls for those who have outbound calls, you know, cold calls, whatever. We have some work around that. I’ll give you a quick tip on that real fast.

But if if typically we make outbound calls kind of goes like this. Hi, my name is Mostafa, and I’m with one, how are you today, or just a few minutes where we do this, whatever it might be. And as you know, the minute you say that it’s over, because they associate you exactly with the negative, stereotypical salesperson which they hate.

So we have a different approach starts with this. Hi, my name is Ari. And I’m hoping you can help me out for a moment. And I’ll say it again, I’m hoping you can help me out for a moment. And you wait, and you wait. And you wait until they say to you. How can I help you?

That’s called a two way dialogue. And hello, for those who are used to getting slammed at Hello, that’s how you open doors don’t close them. Now, I didn’t say where I’m from. That’s not relevant. I’m all I’m looking for is a connection. Because as far as they’re concerned, I could be a client and investor the IRS they don’t know.

So they’re at you, how can I help you? Hmm, that’s called trust building. And hello, then you start and you go into, I’m just giving you a call to see if you’d be open to some different ideas on insights on ways to address the issues of and you plug in the problems that you help people solve. You do not talk about your solutions. So our whole flip Mostafa,

Mostafa Hosseini  28:24 

it’s too early, you don’t even know if they want if there’s a need for it.

Ari Galper  28:28 

Our whole flip in the model is that you do not do a sales pitch ever. You go,

Mostafa Hosseini  28:36 

you get them to sell you and ask you can you help me or

Ari Galper  28:40 

no, what you do is you go into the call if you know your market already, you probably already know with a core three problems or that have it’s not a mystery to you. You enter the conversation addressing their issues from the beginning.

And they have those issues, though knowledge them, when they notice the issues that they have, then that creates a connection. And it’s the connection is with them not your solution. They don’t care about how you solve it. What they care about is you understand them first that’s called authentic trust. People say themselves Wow.

He gets me he understands our world. And that’s how you enter a conversation without the battle going on. That’s outbound. Now, the other piece of the puzzle is when you have a scheduled call with someone assuming they’re qualified, they’re pre scheduled.

So I’m I told you earlier today before a call that I’m working on a new book coming out called the one call sale. And the one call sale is a system I created recently that allows you to onboard somebody made the sale on one scheduled conversation, assuming they are qualified. Right?

I received a climb out of financial advisor who can’t who was a private client I said how’s it going? He started with me and he’s like, terrible. I go What do you mean? I’ve lost three clients this this this three deals a week. So what happened? Well, we have a three step process. Step one is we qualify them. Step two is we do discovery call. Step three is we do whatever. I said, Why?

Why are you doing three steps? Is that’s what the industry is doing. I said, Well, how’s that working for you? Do the whole thing on one call, the only reason why you’re going to three steps is because you don’t know how to build trust with them on the first step. Hmm. Think about it. Yeah, problem. All they want is someone to solve it.

They don’t want multiple steps and hoops to go through. They just want to find someone they can trust. And here we are, what are we doing? We’re adding steps and information and opt ins. And they’re like, Oh, my God, we have lost our way. We’ve been so conditioned to the obstacles in front of us and the client than we’d ever been taught before. How to create real trusted people.

Mostafa Hosseini  30:55 

Love it. Love it, love it. Love it. So while we’re at it, how do we build that trust in that first call?

Ari Galper  31:04 

Okay, here’s how you do it. So the, the call begins. Now, here’s the kicker on this whole thing. We’ve been taught over the years by the sales gurus that our job is to build a relationship with someone in the beginning to get them to like us and know us build rapport with them. And what I’m gonna, I’m gonna drop a bomb right now.

Alright, a that building relationships. pre sale is a mistake. You only build a relationship with them post sale, not pre sale, because trust building is mutually exclusive from from relationship building. You remove the relationship building part out of the conversation, because they know it’s fake anyways, they know it’s not really not your friend. They don’t even know you and hear you.

Oh, how’s it going? How your kids How’s COVID Oh, great. They know, all bullshitting. So to use, so I get permission to stop building rapport, and stop building relations with people. Now instead, you focus only on deep trust. And here’s how it goes. The call begins what’s called begins you say? Hi, nice to meet you.

Nice to meet you as well. And here’s what you say. You say, if you wouldn’t, if he’d be okay with you. How about take a step back for a moment walking with your story, but your journey through your current challenges and your current business model, I’m gonna go from there. So you quickly positioned to put the ball in their court, and you give them instructions of what to share with you, which is their problems.

Right from the beginning, you don’t sort of spend some time get to know them first. Then with you know, they start doing, they start to talk and talk and talk and talk and talk and that opens up all their issues. Now, you got to be careful, because we’re so wired that when we hear someone’s problem, our brain goes thing. Oh, he’s perfect.

I can help with that. Let me tell you what I’ve got. We’ve got this, you know, you can’t you can’t jump in and solve their problem prematurely. It’s like a doctor patient relationship is what I teach it. You’re the doctor, the patient, right?

They say My shoulder hurts. And you say let me take a look over here. Ah, oh, okay. Right. You know, I think we need to take a look at an x ray at that ultrasound to really understand what the problem is before I can provide you the solution.

See, we don’t do that in sales. What we do is, you have a problem. Oh, okay. Yeah, I can help you that I got case studies. i Oh, yeah. Yeah, I could see doctors don’t do that. doctors diagnose first, and then a day prescribe.

That’s right. And, and by the way, this is I’m working on new bumper sticker, you know, a bumper sticker is gonna be what is that? Doctors don’t do coffee. Doctors don’t do networking. Doctors don’t do LinkedIn. Doctors don’t build relationships.

They don’t want to become your friend because they’re smart. They know, they’ll get compliance from somebody, if they focus only on the problem and diagnose it. And the patient will say, how can you help me Doc solve my problem?

Because you know what? Your Prospects don’t want to become your friend. I’m sorry. They want to trust you as someone to solve their problem as a trusted authority.

Mostafa Hosseini  34:20 

Mm hmm. Yeah, yeah. Yeah. It’s like, it’s like getting those I get daily emails. Do you want a website? Do you want an ad? And we do we websites and apps and we’re amazing. And we do SEO, and you should hire us up. And they should have started with do you even care about SEO your website and answer maybe no.

Ari Galper  34:42 

It should be saying is, are you losing opportunity? Because your SEO is not perfect yet?

Mostafa Hosseini  34:48 

Yeah, cuz you’re not showing up on Google. Do you know how much sales you’re losing? I just and you’re not showing up? Do you know you’re losing 20 grand a month at least?

Ari Galper  34:58 

Exactly. Because my Most people who weren’t trained to sales don’t know how to reverse engineer their solution to the client’s problems. They’re so stuck in their head because their I, their identity is their solution when someone says, Oh, what do you do?

Oh, we do SEO websites insurance consulting. See, our identity is our solutions. When someone says what do we do? We go, oh, we, which is not the place to start with a new prospect. You start with their problems. And when someone says to you, what do you do?

You don’t describe your solution. That’s dumb. You say, We help business owners solve three problems, get new leads, convert them and keep plans for life. Did I go Oh? How do you do that?

Mostafa Hosseini  35:45 

Mm hmm. Simple. Here’s what I do get new leads, convert them and keep them forever,

Ari Galper  35:51 

but doesn’t describe how to do it? Yeah. Because the customer doesn’t care about your solution. Oh, man, you’re like, they’re not even qualified to determine whether your solution is best for them. They’re not even an expert in what you do. But here we are. Here’s a demo. You were we got it all backwards?

Mostafa Hosseini  36:16 

Oh, yeah. So like that all three words or phrases that you like, we find leads, convert them and keep them? Right. It’s like that replaces a five or 10 minute speech. It’s like when you ask them, What do you do, and they just start doing, you know, in full puking on the prospect, and they never stopped and the guy’s like, okay, then let me talk to my cousin, I’ll get back to

Ari Galper  36:40 

what you just said, it’s important to suffer. Because that goes to the, to the notion that we’re our job is to do free consulting, free education, give value away, give valuate I tell my clients stop giving value pre sale, that’s a dumbest thing to do.

 The whole world is doing that right now. Instead, focus on giving them clarity on their problem, not value of the solution, because they don’t care about your solution. And why do it free consulting anyways? Are you? Are you a nonprofit or something? Stop educating people. The world will be more education right now.

Mostafa Hosseini  37:23 

Alright, so you’re saying don’t do value before they buy? Absolutely not.

Ari Galper  37:28 

Because when you start giving too much value, you know what they say? They say, Oh, this is great. Thank you so much. This is fantastic. Let us digest this for a bit. I’ll get back to you. Next week, we’ll go from there, you know, you end up doing, you end up chasing them and chasing ghosts. And you’re in a dysfunctional relationship.

Now while you’re pursuing them, you’re degrading your positioning. And now you guess what you become? The salesman? Everybody hates,

Mostafa Hosseini  37:57 

yeah, or they go spend their money somewhere else.

Ari Galper  38:00 

Do not educate people on your solution.

Mostafa Hosseini  38:05 

Hmm. So give us a little more detail on that as to how should people do it like you, you are like, Alright, once we interact, once we engage, then we will share the solution with you. But before that, we’re just going to identify if you have a problem, and if I can fix it.

And if I do, then we’ll get started with providing and fixing the problem.

Ari Galper  38:29 

There’s a missing piece and that what I’m talking about in my program, but this is the piece to bridge the bridge from the problem. Here’s the key. When you unpack their problems, it’s called going down the iceberg when you can go down five levels deep down their problems, you help amplify the issues and ROI the losses because of them. You have to ask this question.

This is the definitive filtering question. You have to ask this, you have to ask, is this a priority for you to solve once and for all? Or are you happy to live with it for a while? And I’m okay either way.

Mostafa Hosseini  39:03 

Hmm, that’s a good question. So is this a pushing problem is pressing? Do you need to fix it?

Ari Galper  39:09 

I already have my wording for you to solve, or are you happy to live with it for a while? I’m okay, you’re away. I’m writing this down. That’s fine. That’s the juncture that’s the crossroads. If they say yeah, yeah, my stuff. I definitely want to deal with this once and for all. Then you say great. If it’s okay with you, what might be helpful is that I walk you through my roadmap, my process map for how I help clients like yourselves, solve your problems.

And this is where we do consulting people. We help people layout and develop what we call a sales roadmap, which is a process map that walks them through, not your solution. Not your demo, not your benefits, not your love. Have your coaching program No. But instead you walk in through a roadmap, a visual roadmap tool of the process in which you solve their problem. And they’re now buying the process, not buying your solutions. Love it,

Mostafa Hosseini  40:15 

gang, if you’re watching or listening, if you have any questions about what we’re talking about, which is trust based selling, if you have any questions for Ari, pop them in the chat box and comments, and then we’ll do our best to address them. So, so far, what I would main takeaways for me personally was qualify in the first place before you deliver any value. And then and then don’t do value before they engage. Right?

Ari Galper  40:46 

Wait, they pay you before you give away your solution?

Mostafa Hosseini  40:49 

Okay, listen, I have first hand experience with that myself.

Ari Galper  40:55 

Most people have.

Mostafa Hosseini  40:58 

Right. All right, good. Good advice there. So Ari, what are the core principles behind your approach that how do you go about doing this whole thing? So I’ll

Ari Galper  41:13 

share with you a couple for the first one is the principle of what I call always be diffusing pressure, always be taking pressure out of the conversation, always and be conscious of it. Let me give example this. So we designed our own will be called trust based languaging, which I mentioned before, which is triggers for that builds trust with people, we have a whole set of languaging mapped against every single scenario.

 Let me give you one right now that that proves his point. So let’s, let’s say for instance, you have a call with somebody a first conversation, and they’re qualified, it’s good call, it’s going well, they look like they’re gonna be a buyer. And the call kind of comes to a close. What are we trained to do? Typically, at the end of a call like that? What do we say to someone? Normally, if it looks like a good fit, we say to them, what, how about we what how about we

Mostafa Hosseini  42:03 

schedule another call? Exactly? How

Ari Galper  42:05 

do we move things were formed or towards the sale? Right? But what happens if you try and move somebody forward? And they aren’t ready yet? What do you break right there at the beginning of your process with them? Trust? You lost them?

Yo, same scenario, our approach, okay? Cause going well, good opportunity could be qualified, less good. Chemistry has been nice call comes through close rather than saying, Hey, how about we go this direction? What we’d say instead, is this we say? Where do you think we should go? From here? Love it. And I’ll say it again? Where do you think we should go from here? Hmm. Now what, what? What is happening here? What’s, what am I doing here?

Mostafa Hosseini  42:59 

Getting permission, I guess.

Ari Galper  43:01 

I’m shifting the power to them. Mm hmm. And usually when when you say to somebody, where do you think we should go from here? They’re usually in a state of shock. They can’t believe somebody asking them what they want to do. This is so foreign to them, because they’re so used to people pulling on your process.

They know where they’re going, and they know the game and the guards up and they’re there. They’re seducing the little stuff you need to know you’re like, Oh, this is great. They’re not telling you the truth. I promise you. At the end, you find out it was last the beginning. So here’s what’s interesting about this, when you say to somebody, where do you think we should go from here?

What happens is, they say things like, well, I’ve got one more question. Or well, what about this, obviously, you know, comes out the truth. And that’s your goal. Your goal is to build trust with people in the beginning. So they feel comfortable telling you where you stand, you’re not playing the ghosting game. And so

Mostafa Hosseini  44:08 

I love that man. Like I’m, I’m all about simple simplicity. That’s, that’s my keyword. Everything that we do is all so simple marketing, simple, that simple. And simple sales is, is like, it’s like you’re speaking my language. It’s like, instead of five calls, let’s just one call. Don’t waste your time throwing a bunch of wet spaghetti onto the wall and see if that the value of spaghetti are gonna get you anything.

Ari Galper  44:39 

If you’re if you’re chasing people right now and your model and you’re busy and you’re playing a numbers game. You’re the problem, not them.

Mostafa Hosseini  44:49 

Mm hmm.

Ari Galper  44:49 

Not your product. Not the competition. Not your price. No, it’s not some external problem. It’s you. Your approach has caused you You chase them in the multiple steps when you could have met. Hello.

Mostafa Hosseini  45:04 

Love it. Love it. Anything else you want to share about the principles on how your approach

Ari Galper  45:10 

mentioned that about rejection, the triggers of rejection that What did you notice what stopped but when I said, Where do you think we should go from here the way I said that

Mostafa Hosseini  45:20 

you slowed down your paste it out. And you taught you brought your tone down, which kind of gives you a sense of control. And then you’re throwing the ball in their court and asking permission. Yes, so definitely that’s it. All right, then. All right, we do. All right, I’m ready to buy now. Would you Okay, can I have your credit card?

Ari Galper  45:45 

This is natural language, you got to be calm. Lawyer voice creates space between your words, because what happens we speed things up, because we’re excited. Oh, great. But you know what? That creates momentum. When you get momentum with people, their guard goes up, you got to learn to slow things down to create space for them to engage inside your world. You can’t move quick. And that’s what happens.

Even though you’re a professional and your hearts in the right place. You don’t even know it. But you’re moving quick because you’re hoping to get to the next what? The next step which is exactly the brainwashing you have to deprogram from immediately.

Mostafa Hosseini  46:30 

And so what I’m noticing is if you don’t ask that question, what you’re gonna get is the chasing game. Or they’re gonna be asked, you be like, oh, I need to talk to my wife and cousin and the grocery store clerk and get their opinion about my business investment and see what they have to say about this nonsense that I’m bringing up. Right?

versus, versus say, where do you think we should go from here?

Ari Galper  46:54 

Yep, cuz that gets the truth. Yeah,

Mostafa Hosseini  46:56 

I love it. I love and it goes back to your to the things he said earlier saying, We never want to sell. And I learned this, I don’t know from who it is that people want to buy. They don’t want to be sold. It’s like, you give them the chance to bring up the objections and, and guide you about what they want.

And there’s that hidden, hidden, hidden objection, which you may never hear if you start pushing and getting all salesy, and, and all that, which I absolutely love it. Gary, if you’re listening, Ari is sharing some, some great value like dropping value bombs, like right, left and center. If you have any question up in the chat box, yes, yeah.

Ari Galper  47:42 

Any questions, feel free to ask me now while we’re still here. But the funny thing is on this over the test, 40 years, is that some people do some are on the extreme side, who are pursuing, pursuing, pursuing, and some over here we go, I don’t do that. I’m just I don’t sell, I’m just me, I just show up, I give value.

And if they want to buy, it’s up to them. There are two extremes. And they’re both wrong. You’re going to be in the middle, where you have a process, but you’re focused on the truth of someone and you have our languaging to activate that.

And then what happens is human nature is to trust you and tell you where they stand so you can disengage with them or let them go or move forward. You have to have a framework here for you to see who’s a fit, and there’s not a fit.

Mostafa Hosseini  48:28 

Love it. All right, tell us about the gift that you’re sharing with our audience.

Ari Galper  48:33 

Sure. So we have a free intro course if you go to www dot Unlock The Game comm to chance to get some more insights and more information and more languaging that I’ve talked about today to really get a better sense to see if this approach resonates with you.

And resonates with you. Great, come forward, have a chat with our team or grab one of my books, whatever you’d like but don’t be afraid to let go what you’re used to holding on to for all these years and asking yourself why it’s so hard to difficult to make sales because you know what? The world has changed. If you’re still selling the old way. You’re in for a lot of pain.

Mostafa Hosseini  49:14 

Absolutely. Absolutely. So gang. If you’re watching or listening to get access to Ari’s free intro course, go to unlock the The website address is unlock the that’s where you get access to his course. Take a look. Take a look at his website, the books that he’s got. He is number one authority and trust based selling.

And if you feel like you’re resonate with what we talk about here, the simplicity the mere simplicity of the process that he has shared, reach out, get a hang of him and when you chat with him, tell him that Mostafa referred me maybe he will throw something in for you. I’m joking.

I don’t know. Anyway, so but I’ve been around this game for a while. And you’re just like sharing some real good stuff here that people could use, like starting today. And the and I’m guessing this is just a umbrella, you’re not even touching the surface yet.

Ari Galper  50:14 

It’s just the tip of the iceberg. If you knew what we had behind this at a deep level, it will change your whole life because this applies not just selling applies to relationships, kids, your wife, your husband, negotiation, this is trust based communication.

 This is real trust with people. If you can master the art of this. All your whole life will transform.

Mostafa Hosseini  50:37 

Love it. Love it, love it, love it. And simplifying this whole sales process gives you confidence. Right? That’s the whole that’s the whole theme of our show. When we

Ari Galper  50:50 

Yeah, it lets you be centered in yourself, you see it you become the real you you can take the sales armor off, you become authentic, and they feel that you are for real. And you Ashley, here’s get this, you actually care about them? Absolutely. You actually care about real problem

Mostafa Hosseini  51:11 

that made that will make a massive difference. When you go Alright, you go from selling to diagnosis and prescription model. The results are going to speak for themselves guaranteed. Guaranteed. That’s one thing I can I can say guaranteed. Right. All right. So let me ask you some questions. What are your what are some top two or three books that have made a massive difference in your life or in your business?

Ari Galper  51:42 

Well, there’s a book by Tim Grover, calm, relentless. If you know him, he was the coach for Michael Jordan and Kobe Bryant in terms of their, you know, private coach and all that. And what he talks about is pretty powerful in terms of having mental freedom, letting go of all the strings holding on to you and not being your natural self, and being your elite self and all this really cool stuff.

And I think the word the book flow many years ago was really powerful where I forgot his last name. But the whole idea is to remove friction resistance from your life, and what you do in flow through your day. And when you master this Unlock The Game trust by selling you flow through your day, and money flies your way.

And you know what, it feels effortless because you’re no longer fighting the battle anymore. You’re just talking to people helping them solve problems.

Mostafa Hosseini  52:29 

Absolutely. Any other books.

Ari Galper  52:32 

Those are top tier right now.

Mostafa Hosseini  52:34 

I was just like yesterday or today reading a book about that I’m trying to look it up here about reducing friction and force to get more results, like, and the whole idea was when you put when you try too hard when there’s struggle and there’s friction, you’re going to have probably hard time getting results. Right. And so that that book flow I think that probably same idea.

Ari Galper  53:09 

or similar. Yeah. All right. Now,

Mostafa Hosseini  53:11 

all right, if you had a Facebook ad, or Google ad, where everyone on internet could see what would your message be for people?

Ari Galper  53:23 

Stop selling, create trust instead.

Mostafa Hosseini  53:28 

Trust which is like the theme of what we talked about today. Correct. Love it. Love it. Love it. What’s one piece of advice that made a massive difference in your life?

Ari Galper  53:43 

Over my dad who always said to me, Ari, if the world and the majority of the thinking is going that direction. Always make sure you go the opposite direction. And this approach is contrarian. It is the opposite of what the sales gurus have taught and our teaching today. It is not for the faint hearted. You got to be courageous.

You got to fall on your sword and say, oh shit, maybe I’ve been doing something wrong for a long time is having a bad school again, learn something new. It takes a bit of the ego shifting, coming in with an open mind and realizing it’s time for an upgrade.

Mostafa Hosseini  54:22 

Love it. I think that approach would work really well in the stock market in the crypto world and that is where everyone is selling you buy when they’re buying yourself.

Ari Galper  54:32 

There’s some wisdom that isn’t there. That is like

Mostafa Hosseini  54:34 

I hear like Warren Buffett talking about that. It’s like wherever the market going just go the opposite. And you’re probably more likely to make more money that way. Correct. Oh, love it. Love it. What advice would you give your 20 year old self?

Ari Galper  54:52 

I’d say most likely to when you hit a roadblock Turn and keep going. Don’t be resilient, be persistent, don’t get if you’re stuck right now, in your business or your sales goals. You’re wondering, why is this so hard? 

Don’t just stay in that spot and go, Why is it so hard, make a shift, go get a mentor, get some help keep learning, you will crack it. But it’s on you to not stick in that corner and mope about it, you got to make a change and get some help. 

And that requires, you know, being humble, and saying, Hey, I’m 40 years old, years old, wherever you all you are, maybe it’s time me to learn again.

Mostafa Hosseini  55:34 

Mm hmm. At vulnerability, I think that will make a huge difference. And get them out of the rut. And

Ari Galper  55:42 

see, what happens is we’re time is we kind of get a bit older and crusty. And we said to ourselves, Well, I’ve ended this for a long time. And I kind of know the game and I know how to, why is it so hard all of a sudden, guys, the economy, we all of us, we have a weight on our shoulders, and God feels so hard.

Well, that’s all manufactured by you. Because the reality is, your success is based on your ability to move forward in your own skill set. And it’s very possible that your current mindset is still in the past.

Mostafa Hosseini  56:16 

Absolutely. Great, great advice. There. I’m dealing with some of that right now myself, where some of the results that I wanted to have, were just not showing up. And I hit a pause, set. I’m gonna take a break. I need to get out of my mind, my daily routine, sit back, relax, and figure out what’s wrong because I started doing the blame game. Oh, my alarms.

Ari Galper  56:49 

Were. I’m here I’m here.

Mostafa Hosseini  57:03 

Alright. I think I think what maybe my internet anyway, so I’m working on that. And I started, I started, I started looking at Bob Proctor’s material about mindset. And this, you know, yeah, right. So great advice there. And it’s a lot easier to look to me personally.

 Adding to your parties, like, for me, it’s a lot easier to figure out what the problem is, instead of going through denial and blaming and cause blaming, and denial is just going to keep bringing the same unwanted results, basically, for me, right, train

Ari Galper  57:41 

yourself, to look for answers within yourself.

Mostafa Hosseini  57:47 

Love it. It’s all within you. Absolutely. Alright. This has been an absolutely valuable and amazing conversation. And I feel like we could keep going for another two hours easily, very easily. Is there? Is there anything that you’d like to add today? To wrap things up?

Ari Galper  58:08 

All I can say is this, there is money in opportunity flowing around everywhere right now. Everywhere.

There’s no lack of opportunity in the world right now. I promise you that. But if you feel like there is like opportunity for you. It’s something wedged in your subconscious saying, either I’m afraid of success, or I reached my peak, or I’ve plateaued, you’ve got to get some help for a breakthrough. And that’s what we’re here to do. I’m sure you can help them as well. Mostafa,

Mostafa Hosseini  58:40 

absolutely. Love it. Lovely. Thank you. Thank you for all the wisdom, all the tips, and the real action nuggets that you share with our audience today. I really appreciate that. I picked up some of that some good stuff myself, then I’m going to start applying.

I actually had a sales conversation yesterday, where I wish I could say at the end Hey, where do you think we should go from here? And so here was my thing. Yes, found my sales call share it with you because I guess we’re talking about sales. And that is I showed up on a call to answer questions. I wasn’t there to sell. And I was not in the mood to sell. Because I didn’t see.

The guy. I asked all the questions and answered all the questions and he was waiting for me to sell. I wasn’t there to sell. I’m like, here’s the information. We’ll talk later but I’m just not in the mood. And then after I was like, What the hell did I just do? This guy was there to buy. Then I was struggling with myself. And then I gave myself permission to follow through with my feeling and that was that the feeling was I’m not I wasn’t there to sell.

I was just there to answer questions. I just didn’t feel like selling. Do you have anything to add to that? Are you ready for this one? Go for it.

Ari Galper  59:58 

Sales therapy right now real quick. Alright, let’s do it. You should not be answering any questions on your sales calls. Okay, that’s customer service that’s free. You they should be answering your questions, not you answering their questions, because they themselves don’t understand their own problems. When you go to a doctor, they’re the one asking questions about your problems.

 Hmm. So you what happened there is you felt you didn’t want to sell goods tell him to you felt like it was work. It was a burden. It was heavy. You don’t want to do enough by doing today’s instead, you said, Hey, I’m asking questions. So you gave you gave away information for free? And then he went away? Right?

Mostafa Hosseini  1:00:52 

Yeah. Well, I did ask some questions.

Ari Galper  1:00:54 

No, no, I know. I’m sure what I’m trying to say is he’s gone. Right. He left the call didn’t bother me. No. Right. So what I’m trying to say is, we’ve got to work with you to understand that that phone call has to have a spotlight, on Dine, diagnose his issues, and his problem at such a deep level of him. He says themselves, Man, this guy gets me.

Mm hmm. Now if you feel like that didn’t get there yesterday, that’s what happened because you didn’t go deep enough on his problems. Got it? See, he doesn’t want to ask questions. What he really wants is for you to feel that you understand him. Yeah, that’s true.

And that’s the whole shift. Once you get this right myself, I promise you, what will happen is, if was he qualified, by the way, was he the right buyer for you?

Mostafa Hosseini  1:01:48 

I think he was. Okay.

Ari Galper  1:01:49 

So if you if you get this right, you should be converting 100% on every call you do from now on. All right. I know it’s a real high bar. It’s a high bar.

I’m leveling out here. But I’m telling you, they’re coming to you for a problem. They’re qualified, they have money. If they’re not onboarding to you on that one call. Something went wrong.

Mostafa Hosseini  1:02:18 

Yeah, what was wrong was I just I was just not feeling good. That’s what was wrong. I get asked questions and qualify them and explain the problem and challenge and whatnot. But I was just not there to sell.

Ari Galper  1:02:32 

No, no, it’s not binaries, not binaries, not don’t sell answer questions. It’s there’s a middle ground that is diagnose only?

Mostafa Hosseini  1:02:41 

Got it. Okay. That’s fair. That’s fair. Cuz Doctor example, doctor comes in to diagnose? Oh, well, what doctors don’t feel like diagnosing today. That’s how I felt,

Ari Galper  1:02:56 

then he might go to jail. If he makes a mistake. That’s what happens. Yeah. You see, it’s unethical for a doctor to provide a solution or answer questions. Unless he diagnoses the problem first, because he can get sued. He can kill the person with the wrong information.

That’s why you get to the responsibility of ethically not providing information to somebody until you fully understand their problem, and they own it. Exactly. It’s responsibility that we have.

Mostafa Hosseini  1:03:30 

Absolutely. Absolutely. 100%. All right, thank you very much. Like I said, I think we got to do another call later to share and chat more about what you do and share your expertise on sales, and trust based selling because it’s one thing to go out there and try to push and or be afraid and scared of this whole selling process.

Sales to business is like water to flower sales to businesses like food to your body. Without it, you have no business. And so you got to get over it. You got to like it. And what better way than having trust based, heart centered approach to your selling, versus either going like, you either don’t do it because you’re afraid of it or do the pushy approach. Right.

So go to unlock the game, comm download or sign up for Ari’s free intro course. And if you resonate with him and his message, do reach out, and then we’ll go from there. Anything else that you’d like to add before we get going?

Ari Galper  1:04:43 

Like, maybe we’ll talk yeah, when my book comes out. It’d be kind of fun. But I would just encourage people to not just listen and go, Oh, that’s a good idea. But reach out to learn more and find out what’s behind the scenes here because once you get access to what we have, you’ll never look back again.

Mostafa Hosseini  1:04:59 

Thank you testing, and testing, I agreed 100%. Now gang, if you have questions for me or already pop in the chat box in the comments, if you have any topics that you’d like me to cover, bring an expert to cover that topic, pop it in chat box or in the comments, and I’ll do my best to invite an expert to covered that topic. And we’ll take it from there.

Thank you, I really appreciate your time and expertise. And I look forward to working with you in the future. Now gang out again, later this month, at the end of May, the conference giveaway is coming up. If you want to grow your email list, hang out with a community and follow a proven model and process to build your list.

Because with your business, you probably need a list of prospects. And that might add some value to your business and having a network of other business owners who could refer to you. We do community building and list building. Last time we did this people were really happy about it.

So if you want to check it out, go to daily confidence, duck show slash join. And you could join as a contributor and check the information, the requirements and the obligations and if it’s a good fit, and we’d love to have you thank you again, Ari.

Thank you for joining us gang. As usual. If you have any questions, pop in the comments or reach out to us and we’ll do our best to get back to you. My name is Mostafa Hosseini. Thank you for joining us and we’ll see you on our next episode.

Ari Galper  1:06:36 

Bye now.

👉 To get Access to Ari’s Free Intro Course, visit


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