March 19, 2026 • 28 mins
Just like a doctor, your role is to uncover the truth about your prospect’s challenges before offering solutions.
I’ll explain how to ask the right questions, listen deeply, and create a safe space for prospects to open up. This approach not only builds trust but also positions you as the authority they need.
In this month’s Stump The Guru show, I will focus on a cornerstone of Trust-Based Selling: Diagnose first, prescribe later.
I've made it my life’s mission to create the clarity that is missing in the traditional sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form:
· Stop "chasing" ghosts (leads that never call you back!)
· Make the sale in ONE conversation, without pressure
· Stop selling, create deep trust instead
I’ve taken my mission one step further and created a livestream show called “Stump The Guru’” -- where you get the opportunity to jump on live and ask me your toughest sales questions that you’d love an answer for.
Get Ari's latest best-selling book "Trust In A Split Second!" for FREE along with a Complimentary Lead & Sales Growth Consultation (Value $995.00) at http://www.UnlockTheGame.com/FreeConsult, and join him as a guest on his podcast "Stump The Guru" and get your chance to ask Ari one-on-one questions, fill in the form to be clickable to this link: https://links.arigalper.com/widget/form/rh5YanDqzZqPHVBCKlKG
Listen
Watch
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
SPEAKER_05 (00:00):
Hi everyone, welcome to Stump the Guru Podcast with
your host, Ari Galpa, theworld's number one authority on
trust-based selling and thecreator of Unlock the Game.
This monthly podcast will bringyou guests from virtually every
industry unrehearsed to try andstump Ari with their most
difficult sales challenges.
(00:21):
This podcast is for businessowners, financial advisers,
entrepreneurs and salesexecutives.
The guests in this show haveonly one goal in mind: to stump
Ari.
And Ari has one goal in mind (00:33):
to overturn the notion of selling
as we know it today by buildingtrust between buyers and
sellers.
SPEAKER_04 (00:44):
Hi everybody, it's Ari Galper here, and welcome to
the Stump the Guru Show.
If you're new, I appreciate youbeing here.
Um we specialize in trust-basedselling.
This is a chance to come onlive, ask me a question.
Uh, our whole philosophy andapproach is very different than
we might be used to.
Uh, we're very contrarian interms of our uh thought process.
But as for 20 years now, doingtrust-based selling, helping a
(01:07):
lot of business owners, peoplein the field who are struggling
with chasing opportunities.
And uh this is a live show we doonce a month.
It gets converted to ourpodcast.
You can listen to on Spotify.
So welcome those who arelistening but can't be here
live.
Uh, this is a show where peoplecan jump on uh and ask me a
question, challenge me, give metheir toughest issues they might
have, and I'll help get throughit with a different perspective
(01:29):
to give them insights to solvetheir problems in terms of how
they're trying to trying to workon getting people back on the
phone or closing a bigopportunity, but from a trust
perspective only, not sellingperspective, which is we'll talk
about a theme about that today.
But I want to first mention ifyou don't know, we launched our
new Soling with Trust app only amonth and a half ago, and it's
(01:50):
growing very quickly.
It's for free.
You can get the app atregalper.com forward slash app
or the app store.
And inside there is my learninghub where you for free you can
access my Master in the Mindsetcourse.
Uh, you'll be able tocommunicate and post up to our
other members, introduceyourself.
We have a contest for people whoare referring members inside the
(02:10):
app to win a free trip toAustralia to have lunch and meet
with me and do this work with meover here near the opera house
where I live.
And so it's exciting times rightnow.
And hopefully, if you like thispodcast, but you haven't
downloaded the app yet, you'remissing out because inside the
app, this members sharing casestudies, stories.
I'm providing insights, newideas, languaging not provided
(02:31):
the outside world, only insidethe membership program.
So it's free to join.
Again, download the app atregalper.com forward slash app.
Soon, probably mid-year, we'llbe launching the community out
to the offline real world.
We're gonna have chapter leadersin every city around the world,
what I call trust-based leaders,where you can uh have your own
chapter uh group, networkinggroup come in and business
(02:54):
owners, and you can facilitatehave helping them build trust in
their businesses using ourstructured materials.
So it's quite easy to follow,but it gives you a chance to
build your own network, give youexposure, positioning in your
own local community.
So to get that spot, you have toapply to become a trust-based
leader, which is inside the appitself.
So again, uh, if you don't haveit, it takes two minutes to
(03:16):
download it, get it on yourphone.
There's also a desktop version.
You get to it fromarigalper.com.
Just click on login, it'll takeyou right inside there once you
get it signed your phone.
You can see it on the computeras well.
So thank you for being heretoday.
Our theme today is this wholenotion around the idea of being
the doctor, not the pharmacistin your sales process.
(03:37):
Now, what does that mean?
I did actually do a keynoteyesterday and I and I told the
audience, I said, many of you inthis room, without even knowing
it right now, are wearing twohats.
You're wearing the doctor hatand the pharmacy hat, pharmacist
hat, and someone said to me,Yeah, I'm also my the secretary
or the admin hat also.
Well, yeah, you're right, youhave three hats.
(03:59):
And I said, But inside yoursales conversation with
somebody, you have to take allthe hats off and leave one on,
and that is being the doctor.
When the doctor talks to apatient, they don't work hard to
build rapport with them.
They don't try and become theirbest friend, they don't even try
to be liked.
Now they hopefully do have somebedside manner and they have
(04:20):
some empathy and they care aboutyou, which most hopefully do,
but they don't add a socialstructure to initiate a
conversation with you, right?
They say to you, What does ithurt?
But what do we do in sales theold way?
We try, we work hard to befriendly.
How are you doing today?
Where you're from, how you hearabout me?
I love your shoes, uh, love yourhaircut.
What we work really hard torapport with people, and when
(04:43):
you rapport with someone whodoesn't know you yet, they think
it's a that you have a hiddenagenda.
And I know it's hard to detachfrom this because we've been
taught to believe relationshipbuilding equals trust, and it
does.
If you're willing to wait a longtime to get the trust process,
but what if you can remove therelationship piece from your
(05:04):
process and only build trustwith them?
When I see when I say trust, Imean when someone says to
themselves, wow, he gets me, shegets me.
It's when someone respects you,not like you.
Okay, we get confused about thatbecause we think they have to
like us and get to know usbetter for us to work together.
Now, here's the thing if youinvest energy in them becoming
(05:27):
your friend and liking you, whathappens is you position yourself
as a peer.
It's a peer-to-peerrelationship, not an
authority-to-peer relationship,right?
So when you're equal to them,you have to work very hard to
keep them happy.
And it's hard to get to thetruth with them and tell them
things that they don't that theyneed to hear or to ask the tough
(05:47):
questions, right?
And if you can't clear your mindlike that, what happens is you
end up having a lot ofassumptions in your mind, a lot
of questions to ask yourself.
Because what happens is we oftenhave what I call the expert
syndrome, where we have thissense of when we qualify
somebody, our brain goes, Oh, Ican help them.
And you become the pharmacist soquickly, you don't go down the
(06:08):
iceberg deep enough to reallyunpack their problem, help them
with a business case around itcalled COI, cost of inaction,
and have them ask you for help.
So the big theme today andlesson today is to say to
yourself, are you being thepharmacist too early in the
process?
Are you giving the medicineaway?
Are you talking about yourselftoo much?
Are you being way too friendly?
I'm not saying don't beyourself.
(06:30):
Of course, be your natural self.
But don't overextend yourself tothe point where now you're a
friend, you're trying to becometheir friend, and now they like
you but don't respect you.
Here's why.
Because you'll end up chasingthem to get a response back and
they won't call you back.
But if they respect you from thebeginning and trust you with the
structure that we teach, and youwant to get if you want to learn
(06:51):
more about that, just get myapp.
It's free, like I said earlier.
Download it to your phone,something we trust, or get my
free book at the trustbook.com.
We'll pay for the post, we'llmail it to you in the mail.
Uh, and we can read it yourself.
If it resonates with you, great.
But the concept here is we livein a commoditized economy right
now.
You are being shopped, okay?
We're all being shopped.
(07:12):
So if you're trying to delivervalue to them and relationship
building with them from thebeginning of your process,
you're gonna hear this.
I want to think about it.
Then you got to chase them.
That's not how life should be.
Instead, you should break thatcycle, know how to build trust
with them from hello, and go dothe x-ray, build on the iceberg
with them, but build trust alongthe way using our trust-based
(07:33):
languaging and not get stuckhaving to chase people, don't
call you back.
That's the problem that we solvefor low-volume, high-margin
businesses that are strugglingwith long sales cycles.
If that fits you, reach out toall these options that I gave to
you earlier to start learninghow to, I say, detox yourself
from the act of selling initself and instead learn how to
(07:56):
build trust with someone else.
That's the whole goal.
That's the whole theme of ourwork that we do with clients.
It's a part of our communitythat we're building now called
the trust movement inside theapp.
And if you want to be part ofthat community, please join us.
We're looking for businessowners who believe trust is
their core value, and the act ofselling in itself is not
liability, not a positive.
(08:17):
Uh, and so on that note, we'lljump in the show.
And here's where people have achance to come and ask a
question.
Uh, and I see some questionscoming in on the chat box here.
Can I subscribe to you?
You can download the app on theapp store, regalper.com forward
slash app on your phone and getinto our our uh community there.
Um, if you want to ask me aquestion live now, go to
(08:38):
regalper.com forward slash live.
It's a new page we have on ourwebsite, regalper.com forward
slash live.
Go inside there.
You'll see a screen, you'll seeme in there right now.
And there's a button underneaththat.
There's three buttons actually.
One button to ask me a questionnow, to go into the back of the
room here and ask me a questionlive.
The second button is to benotified of our next shows
coming up.
(08:59):
The third button is to get theapp.
So you cannot, you can't,there's no chance you'll miss
something here.
So if you have a question, comeon now and hit hit that button
to join the show.
If not, I've got Sam back here,I believe, who will happily uh
chat with me about the themetoday.
In many cases, people love ourchats um because we share
(09:19):
insights.
Both of us are on the ground.
We're uh at the ground leveltalking on new opportunities
every single day.
We see this happening every dayin front of us.
We're teaching this to people.
So uh if no one's there, noproblem.
If there's someone there, comeon in.
Steve, how are we doing so far?
SPEAKER_02 (09:35):
Alrighty, right now it's pretty quiet.
We had a gap with the livestream, but it's fixed.
Apparently, something updatedovernight.
But this is what happens everytime.
But the beauty is for anybody,you can all go to arigalper.com
slash live now.
Whenever there's a live stream,uh, it'll always be synced up
there, so it'll be an easy placefor everybody to find.
And it's working.
(09:57):
Oh, nice, very cool.
So I'll bring I'm gonna bringSam on.
It's uh let me bring Sam inhere.
Hey Sam, how are we doing?
SPEAKER_00 (10:04):
Hey Steve, good, don't you love technology?
Yep, fantastic.
Hey, Ari, good to see you again.
How are you doing, Sam?
Good, good.
Uh this theme that you weretalking about with the doctor
patient, I love it.
And and one of the things thatyou told me a long time ago that
really resonates with the bestway to understand this is that
if a doctor starts to prescribemedicine or antibiotics or
(10:30):
anything before they've actuallydiagnosed and or got their
medical history or taken thetime to really understand, I
mean, that's a pretty seriousoffense.
Okay, I mean, it's likely thatsome serious stuff's gonna
happen, right?
So, I mean, that's the best wayto think about it.
And and you know, we we allshould be mindful to not be that
(10:51):
pharmacist and start dispensingit because you're right, most
people are very familiar withyou know their expertise, they
hear a problem, their instinctgoes, I can solve that, I've
done it before, no worries.
And they instantly go to thewards of medicine.
So, you know, that's that's agood thing um to think about it
that way.
But the other thing that uh Iwanted to touch on what you said
(11:14):
is that about the wholerelationship thing, you know,
and it's it's true.
You go see a doctor, they don'tstart to say, Hey, look at my
degrees on the wall.
Uh, let me tell you what I'vedone, let me tell you about all
my clients.
It's they don't care, they don'tstart to tell you about how
great they are, they don't careabout their competition, they
just hear, how can I help?
Right?
They want to solve the problem.
(11:34):
And and the thing that reallystood out from what you said is
the fact that this whole notionof they don't want to be, they
don't try to build arelationship, you know, they're
not trying to be your friend.
And and the truth is that ifthey do go down that path, it
becomes a bit of a compromise.
Because if they've got somethingserious to tell you, you know,
it becomes awkward.
(11:55):
They don't want to, it's hard toshare, they feel sorry or
whatever, you know.
So that's another reason whythere's a bit of a you know, a
bit of a delineation in theirapproach.
You know, they can't really beyour friend because obviously
that compromises their abilityto give you the truth.
You know, you're you're a truthteller.
What do you think about that?
SPEAKER_04 (12:16):
Look, it's unethical for them to prescribe anything
prior to a non-assumptivediagnostic approach.
That's why when you go to get asecond opinion to a doctor, he
doesn't ask you for the firstopinion.
Because he he has to start fromthe scratch and look at the
evidence himself.
But what do we do unconsciously?
We have assumptions, we researchthe client first, we we start to
(12:40):
uh analyze and then start andsolve the problem.
We we sort of mess everything upby trying to compress everything
quicker and move them down thesales cycle.
The difference here is there'sno sales cycle.
You strictly build that trust bypulling the onion back at a very
deep level, asking trust-basedselling questions that connect
with them and have them open upto you.
Things like, you know, is this apriority for you?
(13:03):
How difficult is this?
What's your timing on this?
And you have to wait for thismoment, and this is the magic
moment when they say to you, Howcan you help me?
You cannot prescribe or talkabout yourself or your business
or your solution, but it's gonnabe hard until they say that to
you.
How can you help me?
And you have permission to walkthem through your roadmap
(13:24):
process.
So it's important to break thisdown for people to understand
because yesterday I did akeynote talk to lots of business
owners, and they all foundthemselves jumping in too early.
Yeah, and try to become theirfriend.
I I role-played from the fromthe stage, and I said, Let me
ask you all a question.
You do a live meeting withsomeone on Zoom, how do you
start two meetings?
And they all started saying, Howare you doing?
(13:45):
Nice to meet you.
Where are you from?
I I you know, would you play thegame last night?
They start they do the all thebuild rapport building thing,
and everyone they respond withrapport building because it's a
social structure, but everyoneknows it's fake.
Because how can you become afriend with someone who's you
know who you don't have arelationship with yet?
So especially in sales context.
So that that's the key openingthere.
SPEAKER_00 (14:04):
Yeah, I mean, real relationships take time, and and
people know the gig, you know,they've read the sales books
that know sales 101 is buildrapport, right?
So everybody's been conditionedto that.
Um, you know, and the otherthing too is I think it's
controlling your environment.
So, you know, you've mentionedmany times about you know the
power of Zoom and and being sortof a video call, something like
(14:28):
that, as opposed to you knowgoing to people's places or
having them come to you.
And yeah, sure, there's going tobe a time where that sort of
thing's necessary, but but youthink about what happens, you
know, if it's if they come toyour office, then once again, it
it's it's compelled to do this.
Hey, let me show you around.
Do you want a cup of coffee oror let me go down the road and
(14:48):
get you something, you know, andall of a sudden it starts off on
a very bad note.
It's instantly into that samerapport-building scenario, plus
not to mention all the drivingaround.
So the thing I like about Zoomis you know, it's at a scheduled
appointment.
There's no room or capacity,technically, to do all the
(15:09):
fluff.
So it's very conducive.
People know hey, it's anappointment, it's in my
calendar, just like a doctor'sappointment, I've got to show
up.
They know what to expect if youposition it right, and then
you've got actually permissionto start that call with all
about them and problem-focusedand problematic.
There's no need to say, hey, letme show you around all the bits
(15:29):
and pieces.
What do you think?
SPEAKER_04 (15:30):
Yeah, I absolutely agree with you, and I think the
more we're talking about this,the more people start to shift
their thinking around this.
And the irony of all this is youdon't you can still be your
natural self, you can still beyour self, but hold off on the
energy that you're putting intothe process to get them to like
you.
That's the hardest part.
We're so conditioned to getpeople to like us first before
(15:54):
they can trust us.
And the irony of all this isthey don't even have to like you
to trust you or respect you, andthat's the big shift here.
Let's take a pause for a second.
I think someone else is comingon for a question to see if
someone out there for aquestion.
SPEAKER_02 (16:08):
Yeah, I'm gonna let me close off Sam real quick.
I'm gonna bring on Larry Wall.
Uh, here we go.
Hey Larry, how are you today?
Hey, I'm doing good.
All right, if you can leteverybody know a little bit
about yourself, your business,and then your question for Ari,
please.
SPEAKER_01 (16:23):
Yeah.
Uh, I've been a longtimefinancial planner, uh worked um
with groups as a solopractitioner, a little of
everything uh over that uh spanof a career.
And I currently find myselfworking in a kind of more of a
(16:43):
team environment.
And uh my question that I'vebeen really struggling with is
um when you have that trustmindset and you know the process
of you know how to go down theiceberg and everything, if you
(17:04):
don't have those around you inyour team who do not have that
trust mindset and and areskeptical or wary of you know
how it works, and and and I I'veeven tried to uh at times try to
get them to you know to bequiet, quit quit throwing up on
(17:27):
your shoes in front of theclient, you know, like don't
don't don't tell them that.
Don't don't wait wait no.
And so um I mean um short of uhgetting them on a zoom call and
have you shake them around alittle bit, um, but you know
what what is what is a good waywhen you're playing team in uh
(17:52):
so when you say team, are yousaying that for first meeting
with a new opportunity you areon the with someone else or not?
SPEAKER_04 (18:01):
Oh why why are you doing that?
SPEAKER_01 (18:03):
Well, that that's that's really what they're
wanting to do.
The uh the CPAs want to beinvolved because it's their
client that they're bringing.
SPEAKER_04 (18:14):
Oh, it's referral, is that it?
SPEAKER_01 (18:16):
Yes.
SPEAKER_04 (18:17):
Oh, I see.
So if someone referred you, andthe referral or the source
referral source wants to be onthe call, they ask you to be on
there.
Did they say I want to join?
That's part of the the rules, oryeah.
SPEAKER_01 (18:31):
Oh, yeah, yeah.
Oh, I see.
And and it's most likely it's itactually in person, it's not oh
okay.
SPEAKER_04 (18:39):
So they come and meet the client with you at the
office, yeah.
Oh, that's unusual.
SPEAKER_01 (18:45):
Okay, yeah, even though they've made the
referral, um, like I said,because they think of it as
their client, I see then umreferring, yeah.
SPEAKER_04 (18:56):
I I get it.
There's a couple things that youcan do, Larry, and it's not easy
working in an environment whensomeone else does not see the
light.
Um, and the funny thing is theirclient on top of that.
So that's probably why they'recomfortable to just talking over
them.
Yeah, but do you have a goodrelationship with these with
(19:16):
these accountants, these guys,the accountants?
Yeah, yeah.
Maybe what you can do is justhave a briefing with them in
advance of your next before theyrefer you again.
Yeah, just say, kind of say,look, we're we're taking a
different approach now for ourmeetings that are trust-based
and less education-based for thepurpose of understanding their
(19:37):
problem first, and maybe showthem the roadmap.
Here's our process that we usenow.
Yeah, and it requires us to be abit more, you know, listen more
and talk less.
Are you okay if we adopt some ofthis approach when our next
meeting coming up?
Would that be okay with you?
I'm sure they probably say it'sokay.
Now, if they get resistance,say, you know, I learned about
this through our ecopper wherethey can download the app,
(19:58):
obviously.
They can get my book for free.
We can send it to them.
Yeah, but I would just startwith you sharing with them the
fact that you're making a bit ofa pivot in terms of the approach
you're using to make it moreproblem-centric and
trust-centric thaninformation-centric.
Because he thinks his job is toprovide information.
That's why he's like that.
Yes.
(20:19):
That's what he feels like he'sgot to flex and prove to himself
to the client that he knows thestuff.
SPEAKER_01 (20:24):
Oh, absolutely.
Absolutely.
You know, uh accountants uhobviously tend to have a lot of
credibility with the truth.
Yeah, they already have trust.
It's it's built in, and so theythink they can just kind of say
whatever and it's okay.
Um, but when they're trying tointroduce me as a referred um
(20:48):
source to work with them on, umthen yes, it it's it gets where
they're stepping all over mytoes.
SPEAKER_04 (20:56):
Yeah, having you and them in the meeting together is
hard for sure.
When you're trying to listen andhe's talking in between that.
But I sound they're probablyhe's probably a reasonable guy.
They're probably reasonablepeople.
Oh, yeah.
I think if you approach themprior to next referral and say,
just FYI, we're adopting anapproach.
You're walking through theprocess, maybe reformed my work,
(21:18):
whatever, to watch something orlisten to one of these shows.
Yeah, maybe it might help theirbusiness as well.
Oh, yeah.
And and and the thing, theemphasis is we're really trying
to become better listeners andless and less talking oriented.
That's what we're that approach.
And I think people will kind ofgo, oh, that that that kind of
makes sense.
I think the way you approach it,Larry, yeah, it gets more
(21:40):
adopted easier.
Yeah.
Not you're not attacking him fordoing the wrong thing.
You're just saying we're takinga different approach now.
We're just listening basedmostly and talking less to allow
them to feel comfortable openingup to us everything the truth.
Because we find ourselves whenwe give too much information
away, they kind of go this justwhat we need in.
That's it.
(22:00):
So we're adopting a new approachcalled trust-based selling where
we don't and just kind ofeducate them on the concept
itself.
It's hard to argue against theconcept because it's it's kind
of common sense.
SPEAKER_01 (22:11):
It's like that sounds pretty good.
Yeah, but yeah, I understandthat that I'm making almost like
a pre-sale before the sale.
I have to sell you on being thisaway.
Yes.
Because this is what I'm gonnado.
SPEAKER_04 (22:29):
Correct.
They have to be on the bus fromthe beginning.
For their own benefit.
It's for the client's benefit.
Yeah.
And you can you can admit tohim, look, it's not easy.
I've been following this for awhile now.
I still struggle with this, butit's good for us to learn how to
become better listeners.
(22:50):
Yeah.
Because listening is what trustis.
So I think when you do it fromyour heart and you care about
him, you care about the client,I think people won't resist
that.
SPEAKER_01 (23:01):
Sure.
It's hard to argue against that.
Yeah.
Yeah, really.
It really is.
SPEAKER_03 (23:07):
Yeah, I love it.
Give that a try, Larry.
All right.
All right, we'll do.
I will see you in the app.
I'll see you soon, okay?
All right.
Take care.
Okay.
SPEAKER_04 (23:16):
We're back to the show here, Sunphoo.
You're hearing insights, you'rehearing a live question there
from a financial advisor who'schallenged with having folks
around him who still live in theold mindset and believe their
job is to prove themselves withall their education knowledge,
which can actually intimidatepeople who don't know their
knowledge.
So we talked today about how hecan approach him to or this
(23:38):
these people to kind of lay offthe heavy uh flexing process and
just do more listening.
And I think the world needs thatnow.
The world needs less talkers andmore listeners to people feel
understood, you know, because Ithink that we're going through a
phase right now where uh humanrespect has been degraded to a
certain extent with technology,AI, and all kinds of stuff going
(24:01):
on on our world right now.
And I think we need to bring italive, bring that back.
That's what we call ourmovement, the trust movement, to
bring trust back into business,back into communication, and
back into business growth.
Because a lot of companies havemissed this uh and they have to
catch up now given what'shappening in the world.
So we'll go back to Sam realquick and see if any Sam has any
final thoughts before we beclose for today.
(24:23):
Come on in, Sam.
SPEAKER_00 (24:24):
Yeah, just listening to Larry there.
I mean, look, if you're having ameeting with two people or more,
it can be a bit intimidating.
That's always a bit tough.
I mean, you're just you know ameeting and all of a sudden two
people show up.
You know, I don't know.
I get that one's a client, butyeah, absolutely.
SPEAKER_04 (24:40):
Uh you know what's funny about that, Sam?
Every once in a while, if you goto a doctor, they may have an
intern with them, and I getuncomfortable.
They go, It's okay if I have myintern with me.
And I'm like, Okay, but I'mlike, I kind of want like an
intimate discussion between youand I about my problem.
I really don't want this guy tohear this, but we just it's the
(25:01):
same concept, right?
SPEAKER_00 (25:02):
Exactly, yeah.
One-to-one is always a moreefficient because look, you
know, some of these things, youknow, that people are
vulnerable, you know, you sharesome information that they
wouldn't.
If if trust is developed, you'regonna hear a lot that they
wouldn't normally share withsomeone else.
And if someone else, someone isthere with you, that's gonna
dampen that experience.
(25:23):
So you won't, it's noteffective.
Um I feel for Larry because it'sa tough situation, exactly.
Um, but you know, your advice isgold, and and look, the other
thing too is I don't know if theaccountant's got some kind of
financial incentive for uh forLarry to get that sale or not.
But I think the other thing,once he realizes that some
opportunities are notconverting, then surely the
(25:45):
penny will drop there and say,Look, you know, we're actually
losing, you're losing money, I'mlosing money.
Why are we having these meetingsif we're not converting?
That sometimes gets moreattention.
And the ultimate trump card isthat you know, I say this to
people with teams to say, look,you be the expert, you do it
your way, and when you startgetting results, then people
(26:08):
will say, What are you doingdifferently?
SPEAKER_04 (26:12):
So true, Sam.
Look, I hope today you picked upsome good ideas, you're it's
you're chipping away at yourmindset and slipping back the
old ways of chasing people andover-educating and getting them
to think about it andnon-committal uh
procrastination,procrastinated-oriented leads.
Then learn about our approach.
(26:33):
I mean, it can't hurt but helpyou.
Just download the app for freeat regalper.com forward slash
app.
It's in the app stores.
Log in.
Oh, put a picture of yourself inthere.
So you introduce yourself to thegroup, watch the Master of the
Mindset course in there.
Sam does a free live QA coachingcall every week in the app.
(26:53):
You can ask Sam a question.
He's my senior coach.
I do a call with the membersevery other week, the VIP
members as well.
And so there's a lot of help youcan get in our learning center,
a learning hub, we call itinside our community.
So don't be shy.
Get to know what we do.
If you want to learn a differentway, order my book for free at
(27:13):
thetrustbook.com.
We'll send it to you in the mailfor free uh with a stamp and an
envelope.
You can schedule a time with us,chat with us as well, uh, and
have a chat, see if we're fit ornot with what you what your
mindset is around this, andwe'll go from there.
So on that note, Sam, appreciateyou showing up.
And the fact you're showing upis means a lot to everybody
here.
And uh we'll sign up for now.
(27:34):
Thanks for joining the Stump theGuru show.
SPEAKER_00 (27:36):
Thanks, Ari.
See you next time.
All right.
SPEAKER_05 (27:39):
We hope you've enjoyed this month's segment of
Stump the Guru and that you'vediscovered some new trust-based
selling strategies that you canapply directly to your sales
process.
You can get access to Ari'strust-based selling 60-minute
masterclass atwww.unlockthegame.com forward
slash video.
(28:00):
And if you want to go one stepfurther, you can order his
latest book, Unlock the SalesGame, and get a free one-on-one
sales growth consultation atwww.unlockthame.com.
Before we say goodbye for now,if you enjoyed this podcast,
please take a moment to reviewthis podcast.
It's easy.
(28:20):
Just scroll down to the bottomof Stump the Guru Podcast within
Apple Podcasts until you reachratings and reviews.
Click one of the five starsunder Tap to Rate to leave a
rating.
Thanks so much, and we'll seeyou on the next show.
Hi everyone, welcome to Stump the Guru Podcast with
your host, Ari Galpa, theworld's number one authority on
trust-based selling and thecreator of Unlock the Game.
This monthly podcast will bringyou guests from virtually every
industry unrehearsed to try andstump Ari with their most
difficult sales challenges.
(00:21):
This podcast is for businessowners, financial advisers,
entrepreneurs and salesexecutives.
The guests in this show haveonly one goal in mind: to stump
Ari.
And Ari has one goal in mind (00:33):
to overturn the notion of selling
as we know it today by buildingtrust between buyers and
sellers.
SPEAKER_04 (00:44):
Hi everybody, it's Ari Galper here, and welcome to
the Stump the Guru Show.
If you're new, I appreciate youbeing here.
Um we specialize in trust-basedselling.
This is a chance to come onlive, ask me a question.
Uh, our whole philosophy andapproach is very different than
we might be used to.
Uh, we're very contrarian interms of our uh thought process.
But as for 20 years now, doingtrust-based selling, helping a
(01:07):
lot of business owners, peoplein the field who are struggling
with chasing opportunities.
And uh this is a live show we doonce a month.
It gets converted to ourpodcast.
You can listen to on Spotify.
So welcome those who arelistening but can't be here
live.
Uh, this is a show where peoplecan jump on uh and ask me a
question, challenge me, give metheir toughest issues they might
have, and I'll help get throughit with a different perspective
(01:29):
to give them insights to solvetheir problems in terms of how
they're trying to trying to workon getting people back on the
phone or closing a bigopportunity, but from a trust
perspective only, not sellingperspective, which is we'll talk
about a theme about that today.
But I want to first mention ifyou don't know, we launched our
new Soling with Trust app only amonth and a half ago, and it's
(01:50):
growing very quickly.
It's for free.
You can get the app atregalper.com forward slash app
or the app store.
And inside there is my learninghub where you for free you can
access my Master in the Mindsetcourse.
Uh, you'll be able tocommunicate and post up to our
other members, introduceyourself.
We have a contest for people whoare referring members inside the
(02:10):
app to win a free trip toAustralia to have lunch and meet
with me and do this work with meover here near the opera house
where I live.
And so it's exciting times rightnow.
And hopefully, if you like thispodcast, but you haven't
downloaded the app yet, you'remissing out because inside the
app, this members sharing casestudies, stories.
I'm providing insights, newideas, languaging not provided
(02:31):
the outside world, only insidethe membership program.
So it's free to join.
Again, download the app atregalper.com forward slash app.
Soon, probably mid-year, we'llbe launching the community out
to the offline real world.
We're gonna have chapter leadersin every city around the world,
what I call trust-based leaders,where you can uh have your own
chapter uh group, networkinggroup come in and business
(02:54):
owners, and you can facilitatehave helping them build trust in
their businesses using ourstructured materials.
So it's quite easy to follow,but it gives you a chance to
build your own network, give youexposure, positioning in your
own local community.
So to get that spot, you have toapply to become a trust-based
leader, which is inside the appitself.
So again, uh, if you don't haveit, it takes two minutes to
(03:16):
download it, get it on yourphone.
There's also a desktop version.
You get to it fromarigalper.com.
Just click on login, it'll takeyou right inside there once you
get it signed your phone.
You can see it on the computeras well.
So thank you for being heretoday.
Our theme today is this wholenotion around the idea of being
the doctor, not the pharmacistin your sales process.
(03:37):
Now, what does that mean?
I did actually do a keynoteyesterday and I and I told the
audience, I said, many of you inthis room, without even knowing
it right now, are wearing twohats.
You're wearing the doctor hatand the pharmacy hat, pharmacist
hat, and someone said to me,Yeah, I'm also my the secretary
or the admin hat also.
Well, yeah, you're right, youhave three hats.
(03:59):
And I said, But inside yoursales conversation with
somebody, you have to take allthe hats off and leave one on,
and that is being the doctor.
When the doctor talks to apatient, they don't work hard to
build rapport with them.
They don't try and become theirbest friend, they don't even try
to be liked.
Now they hopefully do have somebedside manner and they have
(04:20):
some empathy and they care aboutyou, which most hopefully do,
but they don't add a socialstructure to initiate a
conversation with you, right?
They say to you, What does ithurt?
But what do we do in sales theold way?
We try, we work hard to befriendly.
How are you doing today?
Where you're from, how you hearabout me?
I love your shoes, uh, love yourhaircut.
What we work really hard torapport with people, and when
(04:43):
you rapport with someone whodoesn't know you yet, they think
it's a that you have a hiddenagenda.
And I know it's hard to detachfrom this because we've been
taught to believe relationshipbuilding equals trust, and it
does.
If you're willing to wait a longtime to get the trust process,
but what if you can remove therelationship piece from your
(05:04):
process and only build trustwith them?
When I see when I say trust, Imean when someone says to
themselves, wow, he gets me, shegets me.
It's when someone respects you,not like you.
Okay, we get confused about thatbecause we think they have to
like us and get to know usbetter for us to work together.
Now, here's the thing if youinvest energy in them becoming
(05:27):
your friend and liking you, whathappens is you position yourself
as a peer.
It's a peer-to-peerrelationship, not an
authority-to-peer relationship,right?
So when you're equal to them,you have to work very hard to
keep them happy.
And it's hard to get to thetruth with them and tell them
things that they don't that theyneed to hear or to ask the tough
(05:47):
questions, right?
And if you can't clear your mindlike that, what happens is you
end up having a lot ofassumptions in your mind, a lot
of questions to ask yourself.
Because what happens is we oftenhave what I call the expert
syndrome, where we have thissense of when we qualify
somebody, our brain goes, Oh, Ican help them.
And you become the pharmacist soquickly, you don't go down the
(06:08):
iceberg deep enough to reallyunpack their problem, help them
with a business case around itcalled COI, cost of inaction,
and have them ask you for help.
So the big theme today andlesson today is to say to
yourself, are you being thepharmacist too early in the
process?
Are you giving the medicineaway?
Are you talking about yourselftoo much?
Are you being way too friendly?
I'm not saying don't beyourself.
(06:30):
Of course, be your natural self.
But don't overextend yourself tothe point where now you're a
friend, you're trying to becometheir friend, and now they like
you but don't respect you.
Here's why.
Because you'll end up chasingthem to get a response back and
they won't call you back.
But if they respect you from thebeginning and trust you with the
structure that we teach, and youwant to get if you want to learn
(06:51):
more about that, just get myapp.
It's free, like I said earlier.
Download it to your phone,something we trust, or get my
free book at the trustbook.com.
We'll pay for the post, we'llmail it to you in the mail.
Uh, and we can read it yourself.
If it resonates with you, great.
But the concept here is we livein a commoditized economy right
now.
You are being shopped, okay?
We're all being shopped.
(07:12):
So if you're trying to delivervalue to them and relationship
building with them from thebeginning of your process,
you're gonna hear this.
I want to think about it.
Then you got to chase them.
That's not how life should be.
Instead, you should break thatcycle, know how to build trust
with them from hello, and go dothe x-ray, build on the iceberg
with them, but build trust alongthe way using our trust-based
(07:33):
languaging and not get stuckhaving to chase people, don't
call you back.
That's the problem that we solvefor low-volume, high-margin
businesses that are strugglingwith long sales cycles.
If that fits you, reach out toall these options that I gave to
you earlier to start learninghow to, I say, detox yourself
from the act of selling initself and instead learn how to
(07:56):
build trust with someone else.
That's the whole goal.
That's the whole theme of ourwork that we do with clients.
It's a part of our communitythat we're building now called
the trust movement inside theapp.
And if you want to be part ofthat community, please join us.
We're looking for businessowners who believe trust is
their core value, and the act ofselling in itself is not
liability, not a positive.
(08:17):
Uh, and so on that note, we'lljump in the show.
And here's where people have achance to come and ask a
question.
Uh, and I see some questionscoming in on the chat box here.
Can I subscribe to you?
You can download the app on theapp store, regalper.com forward
slash app on your phone and getinto our our uh community there.
Um, if you want to ask me aquestion live now, go to
(08:38):
regalper.com forward slash live.
It's a new page we have on ourwebsite, regalper.com forward
slash live.
Go inside there.
You'll see a screen, you'll seeme in there right now.
And there's a button underneaththat.
There's three buttons actually.
One button to ask me a questionnow, to go into the back of the
room here and ask me a questionlive.
The second button is to benotified of our next shows
coming up.
(08:59):
The third button is to get theapp.
So you cannot, you can't,there's no chance you'll miss
something here.
So if you have a question, comeon now and hit hit that button
to join the show.
If not, I've got Sam back here,I believe, who will happily uh
chat with me about the themetoday.
In many cases, people love ourchats um because we share
(09:19):
insights.
Both of us are on the ground.
We're uh at the ground leveltalking on new opportunities
every single day.
We see this happening every dayin front of us.
We're teaching this to people.
So uh if no one's there, noproblem.
If there's someone there, comeon in.
Steve, how are we doing so far?
SPEAKER_02 (09:35):
Alrighty, right now it's pretty quiet.
We had a gap with the livestream, but it's fixed.
Apparently, something updatedovernight.
But this is what happens everytime.
But the beauty is for anybody,you can all go to arigalper.com
slash live now.
Whenever there's a live stream,uh, it'll always be synced up
there, so it'll be an easy placefor everybody to find.
And it's working.
(09:57):
Oh, nice, very cool.
So I'll bring I'm gonna bringSam on.
It's uh let me bring Sam inhere.
Hey Sam, how are we doing?
SPEAKER_00 (10:04):
Hey Steve, good, don't you love technology?
Yep, fantastic.
Hey, Ari, good to see you again.
How are you doing, Sam?
Good, good.
Uh this theme that you weretalking about with the doctor
patient, I love it.
And and one of the things thatyou told me a long time ago that
really resonates with the bestway to understand this is that
if a doctor starts to prescribemedicine or antibiotics or
(10:30):
anything before they've actuallydiagnosed and or got their
medical history or taken thetime to really understand, I
mean, that's a pretty seriousoffense.
Okay, I mean, it's likely thatsome serious stuff's gonna
happen, right?
So, I mean, that's the best wayto think about it.
And and you know, we we allshould be mindful to not be that
(10:51):
pharmacist and start dispensingit because you're right, most
people are very familiar withyou know their expertise, they
hear a problem, their instinctgoes, I can solve that, I've
done it before, no worries.
And they instantly go to thewards of medicine.
So, you know, that's that's agood thing um to think about it
that way.
But the other thing that uh Iwanted to touch on what you said
(11:14):
is that about the wholerelationship thing, you know,
and it's it's true.
You go see a doctor, they don'tstart to say, Hey, look at my
degrees on the wall.
Uh, let me tell you what I'vedone, let me tell you about all
my clients.
It's they don't care, they don'tstart to tell you about how
great they are, they don't careabout their competition, they
just hear, how can I help?
Right?
They want to solve the problem.
(11:34):
And and the thing that reallystood out from what you said is
the fact that this whole notionof they don't want to be, they
don't try to build arelationship, you know, they're
not trying to be your friend.
And and the truth is that ifthey do go down that path, it
becomes a bit of a compromise.
Because if they've got somethingserious to tell you, you know,
it becomes awkward.
(11:55):
They don't want to, it's hard toshare, they feel sorry or
whatever, you know.
So that's another reason whythere's a bit of a you know, a
bit of a delineation in theirapproach.
You know, they can't really beyour friend because obviously
that compromises their abilityto give you the truth.
You know, you're you're a truthteller.
What do you think about that?
SPEAKER_04 (12:16):
Look, it's unethical for them to prescribe anything
prior to a non-assumptivediagnostic approach.
That's why when you go to get asecond opinion to a doctor, he
doesn't ask you for the firstopinion.
Because he he has to start fromthe scratch and look at the
evidence himself.
But what do we do unconsciously?
We have assumptions, we researchthe client first, we we start to
(12:40):
uh analyze and then start andsolve the problem.
We we sort of mess everything upby trying to compress everything
quicker and move them down thesales cycle.
The difference here is there'sno sales cycle.
You strictly build that trust bypulling the onion back at a very
deep level, asking trust-basedselling questions that connect
with them and have them open upto you.
Things like, you know, is this apriority for you?
(13:03):
How difficult is this?
What's your timing on this?
And you have to wait for thismoment, and this is the magic
moment when they say to you, Howcan you help me?
You cannot prescribe or talkabout yourself or your business
or your solution, but it's gonnabe hard until they say that to
you.
How can you help me?
And you have permission to walkthem through your roadmap
(13:24):
process.
So it's important to break thisdown for people to understand
because yesterday I did akeynote talk to lots of business
owners, and they all foundthemselves jumping in too early.
Yeah, and try to become theirfriend.
I I role-played from the fromthe stage, and I said, Let me
ask you all a question.
You do a live meeting withsomeone on Zoom, how do you
start two meetings?
And they all started saying, Howare you doing?
(13:45):
Nice to meet you.
Where are you from?
I I you know, would you play thegame last night?
They start they do the all thebuild rapport building thing,
and everyone they respond withrapport building because it's a
social structure, but everyoneknows it's fake.
Because how can you become afriend with someone who's you
know who you don't have arelationship with yet?
So especially in sales context.
So that that's the key openingthere.
SPEAKER_00 (14:04):
Yeah, I mean, real relationships take time, and and
people know the gig, you know,they've read the sales books
that know sales 101 is buildrapport, right?
So everybody's been conditionedto that.
Um, you know, and the otherthing too is I think it's
controlling your environment.
So, you know, you've mentionedmany times about you know the
power of Zoom and and being sortof a video call, something like
(14:28):
that, as opposed to you knowgoing to people's places or
having them come to you.
And yeah, sure, there's going tobe a time where that sort of
thing's necessary, but but youthink about what happens, you
know, if it's if they come toyour office, then once again, it
it's it's compelled to do this.
Hey, let me show you around.
Do you want a cup of coffee oror let me go down the road and
(14:48):
get you something, you know, andall of a sudden it starts off on
a very bad note.
It's instantly into that samerapport-building scenario, plus
not to mention all the drivingaround.
So the thing I like about Zoomis you know, it's at a scheduled
appointment.
There's no room or capacity,technically, to do all the
(15:09):
fluff.
So it's very conducive.
People know hey, it's anappointment, it's in my
calendar, just like a doctor'sappointment, I've got to show
up.
They know what to expect if youposition it right, and then
you've got actually permissionto start that call with all
about them and problem-focusedand problematic.
There's no need to say, hey, letme show you around all the bits
(15:29):
and pieces.
What do you think?
SPEAKER_04 (15:30):
Yeah, I absolutely agree with you, and I think the
more we're talking about this,the more people start to shift
their thinking around this.
And the irony of all this is youdon't you can still be your
natural self, you can still beyour self, but hold off on the
energy that you're putting intothe process to get them to like
you.
That's the hardest part.
We're so conditioned to getpeople to like us first before
(15:54):
they can trust us.
And the irony of all this isthey don't even have to like you
to trust you or respect you, andthat's the big shift here.
Let's take a pause for a second.
I think someone else is comingon for a question to see if
someone out there for aquestion.
SPEAKER_02 (16:08):
Yeah, I'm gonna let me close off Sam real quick.
I'm gonna bring on Larry Wall.
Uh, here we go.
Hey Larry, how are you today?
Hey, I'm doing good.
All right, if you can leteverybody know a little bit
about yourself, your business,and then your question for Ari,
please.
SPEAKER_01 (16:23):
Yeah.
Uh, I've been a longtimefinancial planner, uh worked um
with groups as a solopractitioner, a little of
everything uh over that uh spanof a career.
And I currently find myselfworking in a kind of more of a
(16:43):
team environment.
And uh my question that I'vebeen really struggling with is
um when you have that trustmindset and you know the process
of you know how to go down theiceberg and everything, if you
(17:04):
don't have those around you inyour team who do not have that
trust mindset and and areskeptical or wary of you know
how it works, and and and I I'veeven tried to uh at times try to
get them to you know to bequiet, quit quit throwing up on
(17:27):
your shoes in front of theclient, you know, like don't
don't don't tell them that.
Don't don't wait wait no.
And so um I mean um short of uhgetting them on a zoom call and
have you shake them around alittle bit, um, but you know
what what is what is a good waywhen you're playing team in uh
(17:52):
so when you say team, are yousaying that for first meeting
with a new opportunity you areon the with someone else or not?
SPEAKER_04 (18:01):
Oh why why are you doing that?
SPEAKER_01 (18:03):
Well, that that's that's really what they're
wanting to do.
The uh the CPAs want to beinvolved because it's their
client that they're bringing.
SPEAKER_04 (18:14):
Oh, it's referral, is that it?
SPEAKER_01 (18:16):
Yes.
SPEAKER_04 (18:17):
Oh, I see.
So if someone referred you, andthe referral or the source
referral source wants to be onthe call, they ask you to be on
there.
Did they say I want to join?
That's part of the the rules, oryeah.
SPEAKER_01 (18:31):
Oh, yeah, yeah.
Oh, I see.
And and it's most likely it's itactually in person, it's not oh
okay.
SPEAKER_04 (18:39):
So they come and meet the client with you at the
office, yeah.
Oh, that's unusual.
SPEAKER_01 (18:45):
Okay, yeah, even though they've made the
referral, um, like I said,because they think of it as
their client, I see then umreferring, yeah.
SPEAKER_04 (18:56):
I I get it.
There's a couple things that youcan do, Larry, and it's not easy
working in an environment whensomeone else does not see the
light.
Um, and the funny thing is theirclient on top of that.
So that's probably why they'recomfortable to just talking over
them.
Yeah, but do you have a goodrelationship with these with
(19:16):
these accountants, these guys,the accountants?
Yeah, yeah.
Maybe what you can do is justhave a briefing with them in
advance of your next before theyrefer you again.
Yeah, just say, kind of say,look, we're we're taking a
different approach now for ourmeetings that are trust-based
and less education-based for thepurpose of understanding their
(19:37):
problem first, and maybe showthem the roadmap.
Here's our process that we usenow.
Yeah, and it requires us to be abit more, you know, listen more
and talk less.
Are you okay if we adopt some ofthis approach when our next
meeting coming up?
Would that be okay with you?
I'm sure they probably say it'sokay.
Now, if they get resistance,say, you know, I learned about
this through our ecopper wherethey can download the app,
(19:58):
obviously.
They can get my book for free.
We can send it to them.
Yeah, but I would just startwith you sharing with them the
fact that you're making a bit ofa pivot in terms of the approach
you're using to make it moreproblem-centric and
trust-centric thaninformation-centric.
Because he thinks his job is toprovide information.
That's why he's like that.
Yes.
(20:19):
That's what he feels like he'sgot to flex and prove to himself
to the client that he knows thestuff.
SPEAKER_01 (20:24):
Oh, absolutely.
Absolutely.
You know, uh accountants uhobviously tend to have a lot of
credibility with the truth.
Yeah, they already have trust.
It's it's built in, and so theythink they can just kind of say
whatever and it's okay.
Um, but when they're trying tointroduce me as a referred um
(20:48):
source to work with them on, umthen yes, it it's it gets where
they're stepping all over mytoes.
SPEAKER_04 (20:56):
Yeah, having you and them in the meeting together is
hard for sure.
When you're trying to listen andhe's talking in between that.
But I sound they're probablyhe's probably a reasonable guy.
They're probably reasonablepeople.
Oh, yeah.
I think if you approach themprior to next referral and say,
just FYI, we're adopting anapproach.
You're walking through theprocess, maybe reformed my work,
(21:18):
whatever, to watch something orlisten to one of these shows.
Yeah, maybe it might help theirbusiness as well.
Oh, yeah.
And and and the thing, theemphasis is we're really trying
to become better listeners andless and less talking oriented.
That's what we're that approach.
And I think people will kind ofgo, oh, that that that kind of
makes sense.
I think the way you approach it,Larry, yeah, it gets more
(21:40):
adopted easier.
Yeah.
Not you're not attacking him fordoing the wrong thing.
You're just saying we're takinga different approach now.
We're just listening basedmostly and talking less to allow
them to feel comfortable openingup to us everything the truth.
Because we find ourselves whenwe give too much information
away, they kind of go this justwhat we need in.
That's it.
(22:00):
So we're adopting a new approachcalled trust-based selling where
we don't and just kind ofeducate them on the concept
itself.
It's hard to argue against theconcept because it's it's kind
of common sense.
SPEAKER_01 (22:11):
It's like that sounds pretty good.
Yeah, but yeah, I understandthat that I'm making almost like
a pre-sale before the sale.
I have to sell you on being thisaway.
Yes.
Because this is what I'm gonnado.
SPEAKER_04 (22:29):
Correct.
They have to be on the bus fromthe beginning.
For their own benefit.
It's for the client's benefit.
Yeah.
And you can you can admit tohim, look, it's not easy.
I've been following this for awhile now.
I still struggle with this, butit's good for us to learn how to
become better listeners.
(22:50):
Yeah.
Because listening is what trustis.
So I think when you do it fromyour heart and you care about
him, you care about the client,I think people won't resist
that.
SPEAKER_01 (23:01):
Sure.
It's hard to argue against that.
Yeah.
Yeah, really.
It really is.
SPEAKER_03 (23:07):
Yeah, I love it.
Give that a try, Larry.
All right.
All right, we'll do.
I will see you in the app.
I'll see you soon, okay?
All right.
Take care.
Okay.
SPEAKER_04 (23:16):
We're back to the show here, Sunphoo.
You're hearing insights, you'rehearing a live question there
from a financial advisor who'schallenged with having folks
around him who still live in theold mindset and believe their
job is to prove themselves withall their education knowledge,
which can actually intimidatepeople who don't know their
knowledge.
So we talked today about how hecan approach him to or this
(23:38):
these people to kind of lay offthe heavy uh flexing process and
just do more listening.
And I think the world needs thatnow.
The world needs less talkers andmore listeners to people feel
understood, you know, because Ithink that we're going through a
phase right now where uh humanrespect has been degraded to a
certain extent with technology,AI, and all kinds of stuff going
(24:01):
on on our world right now.
And I think we need to bring italive, bring that back.
That's what we call ourmovement, the trust movement, to
bring trust back into business,back into communication, and
back into business growth.
Because a lot of companies havemissed this uh and they have to
catch up now given what'shappening in the world.
So we'll go back to Sam realquick and see if any Sam has any
final thoughts before we beclose for today.
(24:23):
Come on in, Sam.
SPEAKER_00 (24:24):
Yeah, just listening to Larry there.
I mean, look, if you're having ameeting with two people or more,
it can be a bit intimidating.
That's always a bit tough.
I mean, you're just you know ameeting and all of a sudden two
people show up.
You know, I don't know.
I get that one's a client, butyeah, absolutely.
SPEAKER_04 (24:40):
Uh you know what's funny about that, Sam?
Every once in a while, if you goto a doctor, they may have an
intern with them, and I getuncomfortable.
They go, It's okay if I have myintern with me.
And I'm like, Okay, but I'mlike, I kind of want like an
intimate discussion between youand I about my problem.
I really don't want this guy tohear this, but we just it's the
(25:01):
same concept, right?
SPEAKER_00 (25:02):
Exactly, yeah.
One-to-one is always a moreefficient because look, you
know, some of these things, youknow, that people are
vulnerable, you know, you sharesome information that they
wouldn't.
If if trust is developed, you'regonna hear a lot that they
wouldn't normally share withsomeone else.
And if someone else, someone isthere with you, that's gonna
dampen that experience.
(25:23):
So you won't, it's noteffective.
Um I feel for Larry because it'sa tough situation, exactly.
Um, but you know, your advice isgold, and and look, the other
thing too is I don't know if theaccountant's got some kind of
financial incentive for uh forLarry to get that sale or not.
But I think the other thing,once he realizes that some
opportunities are notconverting, then surely the
(25:45):
penny will drop there and say,Look, you know, we're actually
losing, you're losing money, I'mlosing money.
Why are we having these meetingsif we're not converting?
That sometimes gets moreattention.
And the ultimate trump card isthat you know, I say this to
people with teams to say, look,you be the expert, you do it
your way, and when you startgetting results, then people
(26:08):
will say, What are you doingdifferently?
SPEAKER_04 (26:12):
So true, Sam.
Look, I hope today you picked upsome good ideas, you're it's
you're chipping away at yourmindset and slipping back the
old ways of chasing people andover-educating and getting them
to think about it andnon-committal uh
procrastination,procrastinated-oriented leads.
Then learn about our approach.
(26:33):
I mean, it can't hurt but helpyou.
Just download the app for freeat regalper.com forward slash
app.
It's in the app stores.
Log in.
Oh, put a picture of yourself inthere.
So you introduce yourself to thegroup, watch the Master of the
Mindset course in there.
Sam does a free live QA coachingcall every week in the app.
(26:53):
You can ask Sam a question.
He's my senior coach.
I do a call with the membersevery other week, the VIP
members as well.
And so there's a lot of help youcan get in our learning center,
a learning hub, we call itinside our community.
So don't be shy.
Get to know what we do.
If you want to learn a differentway, order my book for free at
(27:13):
thetrustbook.com.
We'll send it to you in the mailfor free uh with a stamp and an
envelope.
You can schedule a time with us,chat with us as well, uh, and
have a chat, see if we're fit ornot with what you what your
mindset is around this, andwe'll go from there.
So on that note, Sam, appreciateyou showing up.
And the fact you're showing upis means a lot to everybody
here.
And uh we'll sign up for now.
(27:34):
Thanks for joining the Stump theGuru show.
SPEAKER_00 (27:36):
Thanks, Ari.
See you next time.
All right.
SPEAKER_05 (27:39):
We hope you've enjoyed this month's segment of
Stump the Guru and that you'vediscovered some new trust-based
selling strategies that you canapply directly to your sales
process.
You can get access to Ari'strust-based selling 60-minute
masterclass atwww.unlockthegame.com forward
slash video.
(28:00):
And if you want to go one stepfurther, you can order his
latest book, Unlock the SalesGame, and get a free one-on-one
sales growth consultation atwww.unlockthame.com.
Before we say goodbye for now,if you enjoyed this podcast,
please take a moment to reviewthis podcast.
It's easy.
(28:20):
Just scroll down to the bottomof Stump the Guru Podcast within
Apple Podcasts until you reachratings and reviews.
Click one of the five starsunder Tap to Rate to leave a
rating.
Thanks so much, and we'll seeyou on the next show.
Popular Podcasts
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!