Summary
In this episode, Anthony sits down with Ari Galper - the world’s leading authority on Trust-Based Selling - to break down why traditional sales tactics are failing in today’s “trust recession.” Ari shares the moment that changed everything for him (a deal he thought was closed - until he accidentally overheard the truth), and explains how to stop getting ghosted, stop getting shopped, and start getting real answers faster. They dive into the doctor-patient sales model, why “relationship building” and “trust building” are not the same thing, and how to run a buy-appointment-only process that eliminates endless follow ups. If you’re tired of long sales cycles, free consulting, and deals that vanish after “great calls,” this conversation is a blueprint for closing with clarity and trust - especially in an AI-driven world.
Special Guest
Ari Galper is the founder of Unlock The Game and the creator of Trust-Based Selling, a sales methodology designed to help entrepreneurs and sales teams get the truth faster and build trust without pressure tactics. He’s the author of Trust in a Split Second and Lessons from Toby, and he helps companies shift from solution-first selling to problem-centric conversations that create respect, authority, and long-term partnerships.
Chapters:
00:00 - Introduction and Ari's Background
04:40 - The Shift from Traditional Selling to Trust-Based Selling
08:30 - The Doctor-Patient Model in Sales
12:00 - Building Trust vs. Building Relationships
16:00 - Uncovering Client Problems and Needs
20:00 - Handling Resistance and Fostering Honesty
24:00 - Authenticity and Respect in Sales
28:00 - Structuring the Sales Process and Commitment
32:00 - Trust Assets and Authority Positioning
36:30 - The Role of AI and Internal Team Trust
41:00 - The Future of Sales, Final Insights, and Call to Action
ARI’S INFO:
Book: Trust in a Split Second - https://thetrustbook.com/
LinkedIn: https://www.linkedin.com/in/arigalper/?originalSubdomain=au
Company: https://unlockthegame.com/
PODCAST INFO:
Website:
https://FutureFactory.live
Spotify:
https://open.spotify.com/show/0SsZRdrvWTUs1QY6Zu1sU6
Apple Podcasts:
https://podcasts.apple.com/us/podcast/future-factory/id1659895549
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