In this episode, I interview Ari Galper, the Founder and CEO of Unlock The Game, a new sales mindset and approach that overturns the notion of selling as we know it today. The Australian-based consulting company has been helping thousands of sales, entrepreneurs, and business people around the world. Unlock The Game was founded in 2000 and has been available for over two decades. Ari’s insights on how to build trust between buyers and sellers continue to break new ground in the sales industry. That’s how he became the World’s #1 Authority on Trust-Based Selling. He’s the author of the popular business book called Unlock The Sales Game. Ari says that the core principle behind his approach is making his clients feel comfortable opening up to them and telling them what they stand for. By this approach, they find it effective in trust-building between buyers and sellers. Aside from its effectiveness in trust-building, they find it more profitable as more people come to trust them. This Cast Covers: Offering a new way of selling through an approach based on integrity and common sense. Learning a language that converts selling into a natural conversation between an entrepreneur and his prospect. Expert on trust-based selling, a new sales mindset, and approach that overturns the notion of selling. Started the movement of trust-based selling after figuring out how to unlock the game of selling and put trust in the sales process. Relating trust-based selling into a patient-doctor relationship. Teaching people how to build deep trust on the initial call with somebody or a zoom or phone call where they start to unpack the issue of their clients. Mapping out and providing different points in his book about trust-based language. Helping clients on how to unpack their issue and help them understand the impact of it, to own their problem for them to move forward. Additional Resources:  Unlock The Game Unlock The Sales Game By Ari Galper Stump The Guru ………………………………………… Quotes:  “You have to change your approach to match the psychology of the buyer today.” —Ari Galper “Be authentic with people, have a model and a framework to focus on.” —Ari Galper “It's not about how many contacts you make any more, it's about how deep you go in each conversation and how good you are at trust-building.” —Ari Galper “The sale is lost at the beginning of the process, not at the end.” —Ari Galper “Rejection is part of the sales game. If you can't take a no, if you're not tough enough, you're not made for success.” —Ari Galper ………………………………………… Music from https://filmmusic.io “Cold Funk” by Kevin MacLeod https://incompetech.com. License: CC by http://creativecommons.org/licenses/by/4.0