Stump The Guru Podcast

Ari Galper

Have you got a tricky sales situation that you can't solve on your own... your chasing a potential client 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 the creator of Unlock The Game® every month as he coaches his guests, unrehearsed and live, on their most difficult and complex sales situations that's holding them back from making the sale!The guests on the show have one goal in mind... To Stump Ari! ... and Ari has one goal in mind .. to overturn the notion of selling as we know it today by building trust between buyers and sellers.

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Episodes

How to Become Problem-Centric in Your Approach - Stump The Guru
Today
How to Become Problem-Centric in Your Approach - Stump The Guru
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 Being Too Friendly Come With Downsides?”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 insteadThis podcast is live, unedited, unrehearsed, and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.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. fill in the form to be clickable to this link: https://share.hsforms.com/1AvcqZA_jSiiCVWa9p2JuWw5l19f
Does Being Too Friendly Come With Downsides? - Stump The Guru
Mar 21 2024
Does Being Too Friendly Come With Downsides? - Stump The Guru
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 conversationbetween 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 with rapport-building on its own is that your prospects can sense you may have a hidden agenda behind it.In this month’s Stump The Guru show, I spoke about “Does Being Too Friendly Come With Downsides?”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 This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
How To Know If You're Being Shopped?- Stump The Guru
Feb 22 2024
How To Know If You're Being Shopped?- Stump The Guru
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 commoditized in this way, you open yourself up to being “shopped” against other advisors.In this month’s Stump The Guru show, I spoke about “How To Know If You're Being Shopped?”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 insteadThis podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
Why You Should Stop Building Relationships With Your Prospects - Stump The Guru
Dec 7 2023
Why You Should Stop Building Relationships With Your Prospects - Stump The Guru
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 on their deep issues, then you don't have to spend your energy getting them to like you and become their friend first.Real relationships happen AFTER the sale, not before.In this episode of Stump The Guru Podcast, I spoke about Why You Should Stop Building Relationships With Your Prospects. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru
Discover Why The Sale Is Lost At The Beginning, And Not The End - Stump The Guru
Nov 16 2023
Discover Why The Sale Is Lost At The Beginning, And Not The End - Stump The Guru
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. Traditional selling methodology suggests a sale is lost at the end of the process. That you didn’t nail your close, or you mishandled an objection. I beg to differ; I believe that in the new economy the sale is not lost at the end of the process but rather at the beginning. At “Hello”. And after hello, beginning the conversation acknowledging the problems your prospect is having, peeling back the layers on those problems, and showing empathy for the situation will allow you to begin to talk about the ROI for solving the problem and the impact that NOT solving the problem might have on the business.  In this episode of Stump The Guru Podcast, I spoke about why the sale is lost at the beginning, and not at the end. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form. This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.  Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru
How To Prevent Your Prospects From Ghosting You- Stump The Guru
Jul 19 2023
How To Prevent Your Prospects From Ghosting You- Stump The Guru
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 get back to you.Do you let them go, or do you chase them and hope they’ll have a revelation that you’re the one for them?It’s a dilemma, because you know you can help them, but you don’t want to be perceived as chasing them.In this episode of Stump The Guru Podcast, I spoke about How To Prevent Your Prospects From Ghosting You- Stump The Guru.  I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
How To Get To The Truth Of Whether You Are A Fit Or Not? - Stump The Guru
Jun 22 2023
How To Get To The Truth Of Whether You Are A Fit Or Not? - Stump The Guru
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 are a fit or not, not simply making the sale. To truly succeed in sales, you need to have a complete understanding of where your prospects stand. Without this knowledge, you run the risk of being led on by partial information, which could make you believe they're interested in purchasing, even if they're not the right fit for you.In this episode of Stump The Guru Podcast, I spoke about How To Get To The Truth Of Whether You Are A Fit Or Not? - Stump The Guru.  I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form.This podcast is live, unedited, unrehearsed, and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
How Not To Have To Defend Yourself Or Your Offer - Stump The Guru
May 25 2023
How Not To Have To Defend Yourself Or Your Offer - Stump The Guru
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 to overcome something that they believe is true. You lost the ability to connect with them.The new sales thinking mindset is different. It’s about diffusing the pressure to preserve the relationship so as to re-engage again. In this month’s Stump The Guru show, I spoke about how not to have to defend yourself or your offer.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.This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
How To Diffuse Your Prospects Objections - Stump The Guru
Apr 20 2023
How To Diffuse Your Prospects Objections - Stump The Guru
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. In this month’s Stump The Guru show, I spoke about how to diffuse your prospect’s objections. 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. This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
Stop the Pitch and Start a Conversation - Stump The Guru
Mar 23 2023
Stop the Pitch and Start a Conversation - Stump The Guru
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 one wants to receive another sales pitch. In this month's Stump The Guru show, I spoke about how you can stop the pitch and start a conversation instead. · Stop "chasing" ghosts (leads that never call you back!) · Make the sale in ONE conversation, without pressure · Stop selling, create deep trust insteadI'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. This podcast is live, unedited, unrehearsed, and with guests from all over the world, from all different industries …. Listen in as I offer to coach you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations. Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
How Do You Set Sales Goals When Letting Go Of The Sale? – Stump The Guru
Feb 23 2023
How Do You Set Sales Goals When Letting Go Of The Sale? – Stump The Guru
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 prospect’s problem, expand their awareness and understanding of it, and discover whether it’s a priority for them to solve it.In this month’s Stump The Guru show, I'll be talking about “How do you set goals when letting go of the sale?”. 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.This podcast is live, unedited, unrehearsed, and with guests from all over the world, from all different industries …. Listen in as I offer to coach you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.Get access to Ari's Free Masterclass at www.UnlockTheGame.com/Video, order his new book "Unlock The Sales Game" at www.UnlockTheGame.com/AriBookOrderNow, subscribe to his podcast "Stump The Guru" or to be a guest on his live show, visit www.UnlockTheGame.com/StumpTheGuru, or if you'd like to learn about becoming an "Ari Galper Certified Trust-Based Selling Coach", visit www.UnlockTheGame.com/BecomeACoach
When Your Prospect Says ... “I Need To Think About It”... What Do You Do? – Stump The Guru
Dec 15 2022
When Your Prospect Says ... “I Need To Think About It”... What Do You Do? – Stump The Guru
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 with your prospect, something is seriously wrong with your sales process:  – “Sounds good…” – “I need to think about it…” – “We need a proposal from you” – “I need to digest what you told me…” – “Send me a follow-up email and I’ll get back to you…” – “I need to talk to my partner about this and will let you know the outcome…”  Hearing those statements is what makes selling painful. And this month, in my upcoming Stump The Guru livestream I’m going to show you what do to when you hear any of those responses. This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on how you can handle this particular situation whilst my guests try to stump me with their challenging sales situations.  Get access to Ari’s Free Masterclass at www.UnlockTheGame.com/Video  and if you'd like to be a guest on the Stump The Guru show, go to www.UnlockTheGame.com/Podcast and let us know!
How To Create a “By-Appointment Only" Sales Model – Stump The Guru
Nov 21 2022
How To Create a “By-Appointment Only" Sales Model – Stump The Guru
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 back to you.” That’s when they fall into the “black hole” of follow-up, where you’re forced to “chase” them to get back in touch. What if you could avoid dropping your qualified prospects into the “black hole” of chasing? In this episode of Stump The Guru Podcast, I'll be talking about “How To Create a “By-Appointment Only” Sales Model”. I've made it my life’s mission to give you the clarity that you are missing in your sales process, through decades of working with thousands of business owners all over the world, refining Trust-Based Selling into a true art form. This podcast is live, unedited, unrehearsed and with guests from all over the world, from all different industries …. Listen in as I offer coaching you on “How To Create a “By-Appointment Only” Sales Model” whilst my guests try to stump me with their challenging sales situations. Get access to Aris Free Masterclass at www.UnlockTheGame.com/Video  and if you'd like to be a guest on the Stump The Guru show, go to www.UnlockTheGame.com/Podcast and let us know!