The New P&L speaks to Ari Galper, World's #1 Authority on Trust-Based Selling

Presented by

Paul Spiers, Founder, The New P&L - Principles & Leadership in Business Podcast series

About this talk

This week’s guest on The New P&L – Principles & Leadership in Business podcast series is incredible Ari Galper. Ari is the world’s #1 Authority on Trust-Based Selling and is the author of “Unlock The Sales Game” & “The One Call Sale”. He is now the most sought-after trust-based selling authority for advisors, consultants, business owners and entrepreneurs — as well as major corporations such as Citibank, Telstra and General Electric. As trust becomes the most important currency in the new economy, the act of selling as a dehumanising experience, with endless “chasing” and multiple steps, has been completely re-invented and anchored in the values of integrity and trust through Trust-Based Selling. In his best-selling book, "Unlock The Sales Game", Ari describes his revolutionary sales approach based on getting to the truth and why having a mindset of focusing on deep trust, transforms the sales process. We discuss with Ari: · How to practice trust-based selling with a buyer who lacks integrity · The role of vulnerability in trust-based selling · How the dynamics of the traditional power imbalance in the sales process is changed by adopting a new sales framework · Why you lose the sale at the beginning not the end · Curiosity as an attribute for sales teams · Our internal narrative and impostor syndrome · Setting expectations from the outset of the sales process · What constitutes principled leadership when it comes leading sales teams To learn more about what Ari Galper and his team do, go to: To learn more about The New P&L’s new MANTRAMind programme: · Listen to Episode 148: ‘Becoming a MANTRAMinder’: · Email Paul to learn more: To subscribe to all of The New P&L series podcasts and join The New P&L movement, go to: Insta: @principlesandleadership

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We believe business needs a ‘New P&L’: one that is focused as much on ‘Principles and Leadership’ as it is on ‘Profit and Loss’, because we know that if your Principles are right and aligned with your purpose, and your Leadership has clarity of vision and is strong, focused and empathetic, then your business will be in profit and not in loss in so many ways. Each week on The New P&L podcast, we interview a diverse range of entrepreneurs, business leaders and social impact investors on their views and opinions on the importance of Principles and Leadership in business, discussing how we can all work towards building more ethical, productive, collaborative and ultimately, successful and principled businesses - ones that encourage great, inspirational leaders and motivated teams.