Best Ari Galper Podcasts (2024)

1
Are You Doing Free Consulting? - Stump The Guru 27:11

13h ago27:11

27:11

A funny thing happens when you have an initial conversation with a potential client. When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free consulting”. Free consulting is when you provide information and education to prove you know your stuff. It assumes they’re making their decision to hire…

1
Is The Hard Sell Obsolete? - Stump The Guru 27:55

29d ago27:55

27:55

As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”. But when your prospects don’t give you enough information in your initial conversation, you begin educating them and fall into “free consulting” mode. You’re a fiduciary, you have their best interest at heart, but they keep you at bay shopping around, seeing…

1
How to Become Problem-Centric in Your Approach - Stump The Guru 23:58

2M ago23:58

23:58

Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions. But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need to make the sale. How do you reconcile this paradox? In this month’s Stump The Guru show, I spoke about “Does B…

1
Does Being Too Friendly Come With Downsides? - Stump The Guru 29:33

3M ago29:33

29:33

Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client. If you eavesdropped inside a typical initial conversation between an advisor and their prospect, you’d probably hear a lot of chit-chat about trivial things, that may not relate to their challenges. The problem …

1
How To Know If You're Being Shopped?- Stump The Guru 19:06

4M ago19:06

19:06

When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it’s easy to let your guard down and adjust your fees downward (or add more pre-sale “meetings” to your sales process), out of fear you might lose a new client opportunity. But if you allow yourself to become commodit…

1
How Can You Recover Lost Prospective Clients? - Stump The Guru 23:38

5M ago23:38

23:38

The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you? You’ve done everything “by the book”. You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then …

1
Why You Should Stop Building Relationships With Your Prospects - Stump The Guru 23:44

7M ago23:44

23:44

Are you overcompensating by going heavy on relationship-building in your sales process? Building deep trust with your prospects in your sales process does not require you to build a relationship with them. That's a BOMB in the entire traditional selling industry. If you have a very clear process on how to create trust in your sales process, based o…

1
Discover Why The Sale Is Lost At The Beginning, And Not The End - Stump The Guru 28:36

7M ago28:36

28:36

Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine concern for the problem your prospect is trying to solve, that you have the trust needed to offer a solution. Tradit…

1
How To Avoid Falling Into The Black Hole Of Chasing Prospects - Stump The Guru 27:51

8M ago27:51

27:51

You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well. You’ve invested time with them to understand their issues and provided information and education to address their needs. But as the conversation naturally closes, there’s an awkward moment, an empty space, where you and your prosp…

1
Learn How To Recognize A “Smoke Screen” From Your Prospect - Stump The Guru 23:49

9M ago23:49

23:49

Are you tired of chasing prospects who seem interested in what you're offering, only to end up going silent or ghosting you altogether? It's a frustrating experience that can leave you feeling burnt out and disheartened. But here's the thing: what if I told you that some prospects may be giving you a "smoke screen" – a misleading impression that th…

1
How To Reengage A “Lost” Sale - Stump The Guru 31:28

10M ago31:28

31:28

The life blood of your business is your ability to bring in new clients, consistently. Why is it that so many new client opportunities end up disappearing? You’ve done everything “by the book.” You’ve built a relationship, provided value, education, and given them plenty of room to make a decision without any pressure…then poof, they’re gone. Why d…

1
How To Prevent Your Prospects From Ghosting You- Stump The Guru 29:33

11M ago29:33

29:33

What could be worse than having a qualified prospect slip through your fingers and vanish? You did everything right in the initial conversation. You were friendly, gave them great information, and you didn’t pressure them to move forward. But at the end they said: Thank you so much for your time. Let me think about it, and if I’m interested, I’ll g…

1
How To Get To The Truth Of Whether You Are A Fit Or Not? - Stump The Guru 27:08

1y ago27:08

27:08

It's commonly accepted in the sales world that chasing prospects is an essential part of the game. However, this approach is rooted in a macho sales image that suggests that giving up on a prospect is equivalent to admitting defeat and failure. But let me tell you, that's far from the truth. The real objective should be getting to the truth if you …

1
How Not To Have To Defend Yourself Or Your Offer - Stump The Guru 25:49

1y ago25:49

25:49

With typical traditional selling, when you get an objection, you’re supposed to overcome it. We’re taught that by all the gurus. The problem with that is if they’re giving you an objection that they believe is true and you try to overcome it with them, you break trust with them instantly. The sale is over right at that moment because you’re trying …

1
How To Diffuse Your Prospects Objections - Stump The Guru 38:10

1y ago38:10

38:10

You’ve probably heard this over and over: “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get really awkward quickly. Objections are challenges raised by prospects. They put pressure on you, and they can bring your conversation to a halt, or help it grow. …

1
Stop the Pitch and Start a Conversation - Stump The Guru 29:44

1y ago29:44

29:44

Building trust during the sales process between you and the buyer is more important than selling and pitching your solution. By focusing on your buyer's needs in a conversation using specific languaging , you can bring out their truths, thereby deepening your connection with them. It is a hard sell to persuade, pursue, and convince people today. No…

1
How Do You Set Sales Goals When Letting Go Of The Sale? – Stump The Guru 35:04

1+ y ago35:04

35:04

The secret to avoiding falling down this rabbit hole of chasing is to let go of the sale in your mind. Letting go of the sale simply means being genuinely comfortable with waiting for your prospect to take the next step in the conversation and doing nothing to intervene until they do. Your only goal in an initial conversation is to listen to your p…

1
Stop Building Relationships In Your Sales Conversations! Learn Why – Stump The Guru 41:35

1+ y ago41:35

41:35

Are you overcompensating by going heavy on relationship-building in your sales process? Building deep trust with your prospects in your sales process does not require you to build a relationship with them. That's a BOMB in the entire traditional selling industry. If you have a very clear process on how to create trust in your sales process, based o…

1
When Your Prospect Says ... “I Need To Think About It”... What Do You Do? – Stump The Guru 29:52

1+ y ago29:52

29:52

You know the drill, you schedule a call with a potential prospect for your offering, you have a great conversation with them, they give you positive signals they are interested in working with you, then you hear “I need to think about it”. What the heck is going on with that? If you are hearing at least one of these after your initial consultation …

1
How To Create a “By-Appointment Only" Sales Model – Stump The Guru 29:05

1+ y ago29:05

29:05

Have you had a sales conversation that felt just “perfect?” The chemistry between you two was solid, their problem was clearly articulated, you helped them see that you can solve their problem and everything just felt “right”. Then at the end of the call, they surprisingly say: “This has been really helpful, let me think about this and I’ll get bac…

1
Is Selling Linear or Is It A Deep-Dive? - Stump The Guru 18:25

1+ y ago18:25

18:25

Linear selling models create mistrust in a split second - the moment prospects sense that, although you seem to be interested in their problems and issues, you're actually trying to lead the discussion toward a close. When you do this, you’re coaxing, persuading, and pushing things forward ... Which will cause the prospect to put up a wall, the opp…

1
Are You In Fact-Finding or Trust-Building Mode? – Stump The Guru 31:36

1+ y ago31:36

31:36

The traditional sales formula looks like this: Qualify the lead + Present your solution = New paying client That’s basic selling 101, isn’t it? But if this formula, which has been taught by the “sales gurus” for decades, is bulletproof, then why doesn’t every single person who is qualified become a new paying client? In this month’s Stump The Guru …

1
Sales Rejection: Who Triggers It? You or Them?- Stump The Guru 24:55

2y ago24:55

24:55

If you’re chasing somebody and you don’t hear back from them for a while, you will probably feel like you’ve lost them. And, you know you can’t chase them anymore because doing that will inevitably burn the relationship with them, right!? Have you had those days where it feels like every sales conversation ends in rejection!? And how confidence sha…

1
Are You Hooked On Hopeium? - Stump The Guru 9:21

2y ago9:21

9:21

Most of us who sell get caught up in “hopeium,” a comical term that means we focus our hopes and desires on making the sale. But hopeium can be a trap, because it's impossible for you to keep in mind your most important goal: to learn your prospect’s truth. When we fix our minds on the outcome -- making the sale -- we automatically begin anticipati…

1
Taking Out The Pressure: Overcome vs. Diffusing Objections – Stump The Guru 21:34

2y ago21:34

21:34

You’ve probably heard this over and over in your career. “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get awkward quickly. Objections are challenges raised by prospects. They put pressure on you, and they can bring your conversation to a halt, or help i…

1
Long Sales Cycle: Learn The Shortcut With Trust-Building! - Stump The Guru 35:06

2y ago35:06

35:06

We have been taught to chase opportunities, play the numbers game, and pursue prospects. But it turns out that if you stop doing those things, which extend your sales cycle, but instead focus on building deep trust with people, you can actually shorten your sales cycle dramatically! In this episode of Stump The Guru show, I'll be talking about how …

1
Going down the iceberg vs Going towards the sale - Stump The Guru 36:41

2y ago36:41

36:41

Building a relationship is about building rapport… which is often ineffective for solving problems. In fact, how many times does being friendly and agreeable get in the way of telling someone what they need to hear? Building trust with your potential client is about what I call “going down the iceberg.” Going down the iceberg as an advisor means he…

1
Can You Create Trust At "Hello"? And End The Chasing Game - Stump The Guru 25:24

2y ago25:24

25:24

Not sure if you do any outbound sales calling, but if you do, this podcast episode will either be a shock to you or what you’ve been looking for. We’ve been conditioned to believe by the traditional sales gurus that the sale is lost at the END of the process – and I’ve always known it’s lost at the BEGINNING of the process. Can you create trust at …

1
How Do You Get To The Truth Of Your Prospect? - Stump The Guru 42:10

2y ago42:10

42:10

This is happening all the time, everywhere, on virtually every sales conversation you’re having… you’re prospect is holding something back from you. Why? Why are they afraid to just tell you the truth? What are they afraid you might do if they are vulnerable with you? In this episode of Stump The Guru Podcast, I'll be talking about How Do You Get T…

1
Diagnose Like A Doctor And Stop Selling! - Stump The Guru 30:36

2y ago30:36

30:36

Your doctor gets paid for giving you deep clarity on your problem, in ADVANCE of solving the problem. CLARITY is the biggest issue your prospects really want first, before actually getting their problem solved. In this month’s Stump The Guru episode, I'll be talking about how you can use the "doctor" model to position yourself as a Trusted Authorit…

1
Creating Trust vs. Making The Sale: How Do You Balance Both? - Stump The Guru 42:27

2y ago42:27

42:27

It's like walking a tight-rope, if you push to hard in your sales conversation, you'll break trust and lose the sale. On the flip side, if you're too passive, over educating, doing "free" consulting, attempting to create a relationship, you'll often hear "I want to think about it"....then you end up in chase mode, the last place you want to me. In …

1
Objections: Fight or Flight or Diffuse And Reengage - Stump The Guru 42:28

2y ago42:28

42:28

People who sell typically handle objections in a defensive manner or in ways that try to convince prospects that their objection isn’t true. But that’s actually an attack on the other person’s reality and puts them on the defensive. They start fearing that we’re going to try to “sell” them by persuading them, so they either challenge us more, or th…

1
Following Up A Prospect Without Chasing Them - Stump The Guru 35:07

2y ago35:07

35:07

It’s always an awkward moment, you had a great conversation with someone, they are qualified for your solution, it’s time to “follow-up” with them …. what do you say, without putting pressure on them? The answer lies within the mindset shift of re-focusing the conversation on their problem, and not your solution. In this episode of Stump The Guru P…

1
How To "Fall On Your Sword - Stump The Guru 26:55

2y ago26:55

26:55

When you’re chasing a vanishing prospect with follow-up messages to try and get them onboard, you’re following the old mindset of chasing the sale. You’re focusing on getting a “yes”, without really knowing the truth of what they’re thinking. Let me remind you, at this stage, you haven’t lost the sale, you just don’t know the truth yet! But let me …

1
Taking Self - Responsibility In Your Sales Process - Stump The Guru 39:01

2y ago39:01

39:01

CEOs need to take a hard look at their sales process to not only focus on how many sales they are making, but also to focus on why they are losing many of their most lucrative sales opportunities. They need to begin shifting the mindset of their sales teams away from being solution-focused to being intensely problem-focused, so their potential clie…

1
Should You Lower Your Price? - Stump The Guru 15:37

2y ago15:37

15:37

If someone gives you an objection, a pressure on you like, “Your price is too high,” for instance. The number one response to that in sales is usually to defend yourself. “We’re the best. We have this.” You start to defend, get your shoulders up and say, “We can work with that.” We either get passive or aggressive. There are only two options. The n…

1
What Do You Do When You Hear "We're Already Using Someone Else" - Stump The Guru 9:37

2y ago9:37

9:37

What do you do when someone says to you they already chose someone who offers what you do? In traditional selling, you’re only options are FIGHT or FLIGHT. Defend your position, go after the other vendor explaining how they aren’t as good as you, or back away and let them go. With Trust-Based Selling, there’s a different approach and I will be talk…

1
𝗛𝗮𝘃𝗲 𝗬𝗼𝘂 𝗕𝗲𝗲𝗻 “𝗚𝗵𝗼𝘀𝘁𝗲𝗱” 𝗥𝗲𝗰𝗲𝗻𝘁𝗹𝘆 𝗕𝘆 𝗔 𝗦𝗮𝗹𝗲𝘀 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁? 25:24

2y ago25:24

25:24

Have you got a tricky sales situation that you can't solve on your own... your chasing a potential client you who isn't calling you back? You're hearing "I'd like to think about it" or "I'll get back to you when I'm ready"? Whatever sales challenge you are experience right now, join Ari Galper, the World’s #1 Authority On Trust-Based Selling and th…

1
15 : Ari Galper | Trust based Selling 20:30

2+ y ago20:30

20:30

You are probably studying the best sales programs or reading the best sales books, but you have still not managed to get that breakthrough sale. What could you not be getting right? In today’s episode, we talk to Ari Galper, the founder, and CEO of unlock the game. Besides, he is the world’s number one authority in trust-based selling. Kindly tune …

1
14 : Prosper Taruvinga | Know your Market 50:05

3y ago50:05

50:05

Every entrepreneur looks for tips to yield a higher return on investment. Digital marketing is one of the strategies to build your own personal brand and increase revenue. How do you identify your target market, clarify your message to your target audience and generate more qualified leads? In today’s episode we speak to Prosper Taruvinga, a digita…

1
30 :Cris Santos | Go out and promote your brand 39:39

3y ago39:39

39:39

Can you use social media to grow your business? In this episode, Cris A. Santos , a content creator/blogger that writes about travel, fashion, and lifestyle will share with us why you need to have great content and storytelling. She also said that writing is her first love and a great way to express her feeling which eventually created the “one-way…

1
Anna Osherov | Why having a clarity in your business is a must 41:24

3y ago41:24

41:24

In this episode, Holistic Business Hub Founder Anna Osherov discusses the importance to have clarity around your product and service and who is your ideal customer. She also explained to us her vision to help and support others to grow and empower them to be social impact entrepreneurs. In this episode, we discuss these topics with Anna Osherov; [6…

1
28 : Jenn Donovan, Founder of Buy from the Bush Business - What is human to human marketing? 33:36

3y ago33:36

33:36

In this episode, Jenn Donovan, CEO of Social Medial and Marketing Australia tell us the story and inspiration in creating this 310k member group Buy from a Bush Business and supporting small business in regional NSW. She also explained in this episode why marketing is very important in small businesses particularly email marketing and social media …

1
27 : Maria Backer, Founder of Nobody's Princess - Becoming An Entrepreneur 34:02

3y ago34:02

34:02

Summary In this episode, Maria Baker, founder, and director of Nobody’s Princess tells us the journey of becoming an entrepreneur and overcoming the challenges in a business. She also tells us the importance of knowing your niche market, starting to create a crowdfunding campaign, the importance of passion in a business, and how we can keep a posit…

1
26 : Melissa Molinaro , Founder of Elite Partyz- Never Give Up in Your Business 39:10

3y ago39:10

39:10

In this episode, Melissa Molinaro of Elitepartyz shares with us why you should never give up on your business. Melissa also reveals the ups and downs she has had throughout her journey as an entrepreneur in the event industry. She digs deep into the challenges and how she has managed to cope up with the covid-normal life. Besides, Melissa also offe…

1
EP33 Why building relationship is important in business 36:50

3y ago36:50

36:50

SUMMARY Why building relationship is good in business? In this episode, Stephen and Donna Fry tell us their stories why mentorship is very important while starting up your business. They also shared their own journey and why They drove 9 hours to meet this couple and after many conversations, they agreed to take Stephen and Donna under their wings …

1
#25 Rose Davidson, Founder of Rose Davidson - Be Kind to others 40:37

3y ago40:37

40:37

SUMMARY Do you want to be successful in your Business ? In this episode, Rose Davidson will teach us how we can do it on the right way. She also said being a success is not all about profit or generating profit from your business. Rose started her business, DOES Biz, in 2015, promoting the administrative services that she could provide female entre…

1
#10 Jim Penman - To successful looking after your customer first 53:17

3y ago53:17

53:17

SUMMARY If you thinking of trying to go on a franchising business? Think again. Franchising is good if you research and know what you are doing. and why we need to look after our customer first to grow your business In today’s episode, our guest Jim Penman is the founder and CEO of Jim's Group will discuss franchising in Australia. He started mowin…

1
Bootstrap Podcast : #9 Tim Krotiris - Helping others to be successful 34:16

3y ago34:16

34:16

SUMMARY What is your responsibility as a business owner during this pandemic? Do you agree as Entrepreneurs our responsibility to rebuild the economy? In today’s episode, our guest Tim Krotiris, founder, Philotimo Global will give ways to assist us on how to grow your business and why networking with other Small business is important Tim Krotiris i…

1
#24 Celeste Lustosa,founder of Lustosa Marketing – Be mindful with you Personal and business brand 51:46

3y ago51:46

51:46

Do you need to separate your Personal Brand and Business Brand as Entrepreneurs? In this episode, Lustosa Marketing Founder Celeste Lustosa discussed the Personal Brand vs Business Brand. She said having that clarity around your personal brand and who you are and what you stand for what kind of people you want to service, what kind of people you wa…

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Ari Galper Podcasts

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