Ari Galper
Ari Galper is the number one authority on trust-based selling. In today's over-marketed and commoditized world, Ari has defined the state of selling in today's economy as the "Trust Recession". You know you're in the Trust Recession if you're doing free consulting, using "value" to sell and chasing your prospects... only to then hear: "I'd like to think about it." Learn how to collapse your long sales cycle into a very short one and save yourself precious time. In Ari's first best-selling book, "Unlock The Sales Game", he describes his revolutionary sales approach based on getting to the truth and why shifting your mindset to deep trust, instead of "the sale" - ironically, can double your sales. His second most popular book, "Trusted Authority", explains how to position yourself as a "category-of-one" to your market, creating inbound scheduled appointments, and having clients pursuing you -- instead of you pursuing them. Ari's latest book, "TRUST - In A Split Second", reveals the psychological and behavioral triggers you need to know to prevent potential clients from delaying their decision to hire you. In "Are You Chasing Ghosts"? -- this breakthrough book finally solves the never-ending persistent problem of chasing leads who don't call you back. You'll never again have to hear: "I'll get back to you when I'm ready", "I can't make a decision" and "I'll think about it." "The One Call Sale" (patent pending), provides a clear road map to collapse your sales cycle into one simple conversation... no pressure, no closing and no follow-up. Everything you learned about selling will be turned upside down. Ari is also the author of "Lessons From Toby", a special book about his son Toby who has Down Syndrome, who has made a major impact on Ari's approach to teaching authenticity and trust in his Trust-Based Selling approach, learn more at: TobysBook.com . Ari was recently interviewed by Kevin Harrington from "Shark Tank", was a featured speaker at the Financial Planning Association annual conference, and is a member of Vistage. Get Ari's 6 best-selling books for FREE here and you'll also receive a Complimentary Sales and Lead Generation Consultation (value $995.00) . Connect with Ari on LinkedIn . Learn more here .
Articles by Ari Galper
- Business Growth
Why Selling, as It Is Taught, Creates the Problem It Tries to Solve
Trust is the new skill worth learning. And the first step toward it is recognizing what in the current approach is making trust difficult to build.
- PowerAdvice
Why Non-Attachment Is the Most Underrated Skill in Financial Advisory Sales
It is the idea of non-attachment to the outcome. Not indifference. Non-attachment is not the same thing as not caring.
- PowerAdvice
What No Follow-up Email Can Fix
There is something that happens in the gap between a first sales conversation and the follow-up, and it is worth understanding precisely.
- Business Growth
What Objections Are Actually Trying To Tell You
There is a way of thinking about objections in a sales conversation that changes everything about how they are received.
- Business Growth
What No Follow-up Email Can Fix
- Business Growth
What Happens in the Silence After a Good Question
The silence after a good question is not a problem to solve. It is the sound of something important being found. Let it run.
- Business Growth
The Safe Moment: When the Real Conversation Finally Begins
Quietly, usually somewhere in the middle of the conversation, and if you are not attuned to it, the conversation simply moves on.
- Business Growth
The Sales Dance and How It Starts
A quality of guardedness that does not quite match the pleasant tone of the exchange. This is sometimes described as the sales dance.
- Business Growth
The Problem With Trying To Overcome Resistance
To overcome something is to defeat it. To push past it. To win against it.
- Business Growth
The Quiet Difference Between Rapport and Trust
They are related. They are not the same. And understanding the difference changes how a first sales conversation is approached.
- Business Growth
The Objection That Was Never Really About Your Fee
There is a moment in a financial advisory sales conversation that can feel like a negotiation starting.
- Business Growth
The One Call Sale: Why Some Prospects Decide in a Single Conversation
Not tentatively, not with conditions, not with a request for more time to compare options, but with a clear and genuine readiness to begin.
- Business Growth
The Language That Creates Safety
There is a particular quality of language that creates a specific experience in a first sales conversation.
- Business Growth
The Moment the Sales Conversation Actually Begins
It is a quieter moment than either of those, and it is easy to talk past it without realizing what was just possible.
- Business Growth
The First Thing a New Prospect Is Trying To Figure Out
The question is: does this person actually care about me, or about my assets? It sounds straightforward.
- Business Growth
The Difference Between Being Heard and Being Handled
The two feel somewhat similar from the inside when they are well executed, which is part of what makes the distinction so important to understand.
- Business Growth
The Financial Advisor Who Made Me Feel Like the Only Client They Had
The ones they have referred without being asked. The ones they call first when something changes in their lives.
- Business Growth
The Client Who Stays Is Not the One You Closed
The ones who stay are the ones who, in the first sales conversation, felt genuinely understood.
- Business Growth
The Conversation That Starts Before Hello
- Business Growth
The Advisor Clients Never Leave
- Business Growth
Advisors Who Talk Less Win More First Meetings
- Business Growth
Iceberg Questions: What Lives Beneath What the Prospect Is Telling You
- Business Growth
The Follow-Up That Wins Clients Without Chasing Them
- Business Growth
How To Reach the Truth After a Prospect Steps Back
- Business Growth
After the Sales Conversation: What the Prospect Is Actually Deciding
- Business Growth
Are You Being Shopped? What the Research Is Actually About
There is a pattern that financial advisors often encounter after what seemed like a genuinely positive first sales conversation.
- Business Growth
The Difference Between a Useful Meeting and a Settling One
The client walks out feeling calmer, clearer, and less burdened than when they arrived, even if no decision was made.
- Business Growth
Why Clients Relax When You Don’t Need the Outcome
- Business Growth
When a Client Is Ready Before They Know It
Readiness shows up in tone before it shows up in language. It shows up when a client stops defending their hesitation and starts describing it.
- Business Growth
Why Clients Resist “Next Steps”
Advisors use the phrase to create momentum and give structure to what comes after a conversation.
- Business Growth
Why Confidence in a Conversation Changes Everything
Nothing dramatic happens and no bold claims are made, yet the client seems more at ease, more present, and more willing to engage.
- Business Growth
Why Clients Don’t Want To Be Convinced
Many advisors assume that if they can simply explain things well enough, clients will naturally feel confident moving forward.
- Business Growth
When Clients Feel Safe Enough To Stop Planning
If something feels unclear, the instinct is to plan more, explore more options, and map out additional scenarios.
- Business Growth
What Clients Are Really Listening For
Even when they are focused and attentive, much of what they are registering has nothing to do with content.
- Business Growth
The Hidden Cost of Sounding Too Prepared
Yet there is a subtle cost that often goes unnoticed. When an advisor sounds too prepared, the conversation can begin to feel predetermined.
- Business Growth
Why the Best Conversations Feel Uneventful
No bold declaration. The meeting simply unfolded and then concluded. And yet, those are often the conversations clients remember most positively.
