Stop Chasing Sales. Build Trust That Converts with Ari Galper

What if the secret to skyrocketing your sales had nothing to do with tactics and everything to do with trust? 

In this episode, Kevin Thompson sits down with Ari Galper, the world’s number one authority on trust-based selling and founder of the Unlock The Game methodology. Ari shares a powerful, real-life story of betrayal during a sales meeting that transformed his approach and led to the creation of a heart-centered sales movement focused on trust, not pressure.

For over 20 years, Ari has helped coaches, consultants, and entrepreneurs eliminate rejection and stop chasing prospects by building trust from the very first conversation. 

Ari is the author of seven best-selling books and a recognized thought leader featured in CEO Magazine, Forbes, Inc., and Financial Advisor Magazine. He is also the CEO and founder of AriAI, a 24/7 trust-based selling growth partner that acts as a “third brain” in your business, embedding trust into every conversation and decision. In this episode, Ari also honors his son Toby, who has Down Syndrome, as the inspiration behind his heart-first philosophy that’s reshaping how business is done.

 

[00:00 - 02:30] The Origin Story: From Betrayal to Breakthrough
• Ari recounts a sales call 20 years ago where, after accidentally hitting mute, he overheard prospects say, “Keep using him for more info, then buy cheaper.”
• This moment exposed a fundamental dysfunction in selling and launched his mission to transform the sales process into one focused on truth and trust.

[02:31 - 06:30] What Trust-Based Selling Means
• Ari describes creating Unlock The Game, a trust-based selling approach that flipped traditional sales on its head.
• Explains why ghosting happens, not because of the solution but because people don’t trust your process.
• Highlights that chasing prospects is a symptom of lacking trust.

[06:31 - 12:00] Language That Builds Trust, Not Pressure
• Why you should never use the word “follow-up.”
• Replace it with, “Do you have any feedback on our last conversation?”
• Shows how language either pressures people or invites the truth, changing the entire dynamic of the relationship.

[12:01 - 18:30] Shifting from Pitching to Diagnosing
• Ari unpacks his Doctor Framework, telling you to stop rapport-building chatter and start by exploring their problems deeply.
• Offers questions like, “How long has this been a concern for you?” and “What have you done so far to address this?”
• Emphasizes that trust is built when they feel truly understood, not when you start prescribing solutions.

[18:31 - 24:30] Real Results: Why Trust Works
• Ari shares examples from clients in high-ticket, long sales cycle industries who stopped chasing and started closing quickly.
• Explains how leading with trust gets people to say, “How can you help me?” which flips the traditional sales script.

[24:31 - 33:48] Honoring Influences and Lessons from Toby
• Ari honors Dan Kennedy and Perry Marshall for shaping his understanding of marketing and systems.
• Opens up about his son Toby, who has Down Syndrome, and how Toby taught him to be present, love without agenda, and lead with empathy.
• “People don’t want your pitch. They want to know if they can trust you.”

Key Quotes

“The goal is not the sale. The goal is the truth.” — Ari Galper
“People don’t ghost you because of your price. They ghost you because they don’t trust you.” — Ari Galper