Taming the Skeptic

I came across this article and thought it was brilliant and really wanted to share it with all of you. Ari Galper is an amazing salesperson with wonderful tips and advice and suggest everyone sign up for his Unlock the Game newsletters. Enjoy and much success to all!

Michele Tate
Principal, Sales Velocity

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By the time you receive this, I'll be flying back to Sydney from London.

It was an exciting week delivering two seminars in the UK, meeting wonderful new friends and landing a bunch of happy new clients.

One of my talks was a 4-hour intensive session on "How to Sell in a Recessionary Economy by Unlocking The Sales Game."

Interestingly enough, whenever I do a seminar about Unlock The Game, there's always a skeptic sitting about half way in the middle of the room, arms crossed, looking at me with a stare that says "What does this guy know, I've been selling for years, there can't be anything that can be revolutionary in the sales game these days".

As I expected, about half way through my talk, as I was sharing my strategies about how creating trust with prospects is much more profitable and pragmatic than trying to "close" them, he blurts out: "But isn't the whole goal of selling to focus on closing the sale?"

Before I could respond, one of the audience members quietly said to him "Haven't you been hearing what Ari's been saying, sales come from your ability to build trust, not your ability to convince someone to buy what you have."

I heard what she said and gently gave him an example to help him shift his mindset.

I said "If you were having tough financial times and you needed to buy a product or service that was only available from two sales people, would you buy it from the one who intentionally tried to close you out of their interest to solely make money from you, or would you buy it from the one that you felt truly cared about you?"

He quietly thought for a moment and then said, "OK, now I see what you're saying, creating trust and articulating that your interest is primarily and authentically the prospects, then that's what makes sales happen."

"Exactly", I said.

I went on to explain that when you have the right trust-building mindset with the Unlock The Game trust-building language, you automatically differentiate yourself from your competition.

In a commodity driven world, it's no longer about WHAT you are selling, it's about HOW you are selling that brings you the clients and customers you are looking for.

By the end of the seminar, I could see the whole room light up with excitement by the notion that they could finally "let go" of the old way they had been trained to sell.

There was a huge sense of relief among them that they could make more sales and be very successful without ever again, being subjected to awkward old school selling techniques and strategies.

Many of them in the room signed up to join our exclusive Inner Circle coaching program.

Once they begin training with us, they'll never slip back to the pain and awkwardness of traditional selling again.

If you're still on the fence, asking yourself if there is a more effective way of selling, rather than spending your time questioning it, why not experience it for yourself.

We're a few weeks away from a new year. That means a new beginning.

To your success,
Ari Galper
Founder, Unlock The Game