Manage episode 297657937 series 2516734
Part 3, of our five-part interview with Ari Galper of Unlock The Sales Game.
Topics covered in this episode
- Art of Creating Authenticity: Feedback Not Follow-Up
- How to Avoid the Guessing Game & Get Down to The Truth With People
Full Convo ➡️ https://brianjpombo.com/bjpchats/
Brian: It’s really amazing how the simple, subtle ideas that they’re based on big principles, though, you’re talking about being more authentic about putting more emphasis on finding out the truth from them, versus trying to get your way with them.
But you do that through such subtle methods of slowing down, asking a question at a very key time that you don’t want to know the answer to most salespeople want to know the answer to that.
But it’s important to know that, it’s important to know where they’re coming from. So that’s, that’s just fabulous.
Ari: So the other one is this idea is what I call getting to the truth of people.
Now, what does that mean?
What that means is having them feel comfortable telling you where they stand, so you know exactly where they’re at. You’re not playing the guessing game anymore.
So I’ll take a quick story.
I recently had somebody call my office, they got through my team got to me and the phone rang and I pick it up and I hear this, I hear, Mr. Galper?
I said, Yes.
And I hear, my name is John Johnson, change the name, I’m with XYZ company.
They’re big global company, like billion dollar company.
And he says to me, look, we’re looking to bring someone in to change our sales culture and our performance, the world has changed, but our team has not changed and from a skill set.
And we’d like to know, first of all, why should we go with you?
Why are you the best and give me your best sales pitch.
He says to me of all people in the world, so I took a deep breath. I’m a human being too, their big ass company, right?
I lowered my voice, I got centered my approach. And I said to him this, I said, well, isn’t that interesting?
Then I paused, and I said to him, over here at our company, we have a similar process to you, where we ask some questions, gather information to see if we’re a good fit. And if we’re a good fit, we decide where to go from there.
I said to him, would you be open to that?
It’s all said to him.
Then I heard nothing on the phone like dead silence like, oh my God, he’s still there. But I feel this breath across the phone, he’s breathing, he’s like, this air came across, I could feel his shoulders is dropping, you know?
He became a human being again, he got out of his cave and I was armouries he was carrying. He lowers his voice and says to me, okay, sure, what kind of questions you have for me.
Next thing I know within five minutes we’re having a nice conversation human to human and a dialogue to discover, one he’s not a decision maker, two he has no budget and three he just curious as to what I do.
So if you want for some videos at my website, I hung up the phone.
Now what did my process just saved me months of?
Brian: Chasing a ghost.
Ari: Stress, time and it’s actually this drug in our bodies is latent, but it’s tricky with inbound calls like that, you know, what the drug is called?
Brian: Whats that?
Ari: It’s called, opium, you know, the opiate drug?
It’s an inbound call like yes, I got the call you go to your team, guess what, I got it on the board, big deal pending.
You tell your partner, your wife, guess what husband, we’re going to feed you this year, this is the deal of a waiting for my old career. And you get the opium drug, you’re so excited.
And then you call the guy back and you get their voicemail like what he’s not, he’s not there. Then you go to your computer and you write an email you say, hi, I’m writing you to what to to follow up.
Ari: And you get no response back.
I’m going to ask your listeners, your viewers, right now to take a verbal oath with me. Not a legal one, a verbal one. Post Ari, after the recording to never again, use the phrase I’m about to give you, ever in your career in selling, ever again.
If you’ve been a sales for a long time, this might hurt just a bit. Hopefully that’s okay.
I’m going to ask your viewers and listeners to never again after listening to this recording use the phrase again.
Here it is, ready for this?
Never again use the phrase, “follow up” ever again after this recording.
Now what’s the only industry in the world that use the word follow up?
Ari: Exactly sales, you’re being instantly associated with that negative salesperson stereotype.
Hi, I’m giving you a call a “follow up” to move things were towards the sale.
Ari: You’re killing it, right there!
Here you are a heart center professional, you’re not salesy. You’re just a nice person.
But your languaging screams, hi, I’m just checking out…there’s another one, checking in is one more classic.
Remember the old school one, I’m giving you a call to touch base. So 1980s, you know, and the minute you use that languaging it’s over.
Now there still a nice to you, they still talk to you. But they don’t tell you the truth because you’ve just been tagged with that horrible stereotype.
No matter who you are, I don’t care if you’re a CEO, or a lawyer or an accountant, it’s over.
So I’m going to ask you, all right now to replace that phrase with this instead. That this comes right from our program, I’m giving you a call to see if you have any feedback from our previous conversation.
Any feedback from our last meeting, any feedback from proposal, feedback is going which direction it’s going backwards, away from the sale, follow ups going where towards the sale.
Remember, when I said at the beginning, you have to take the pressure out of the process, remove it, do not create momentum.
This is the complete opposite of the entire sales industry, which is all about moving things where? Forward.
I’m saying move things were reverse. That’s what creates authenticity, that creates trust, because you’re not doing the behavior and process.
Everybody in the world knows at hello, look, the world has changed. As you know so dramatically recently and here’s a whole industry still selling the old way from 1980s.
Using the old languaging, the old mindset, following up, chasing multiple steps.
You think about it, the potential clients got a problem.
All they want is is it solved.
They want to find someone they can trust.
They don’t want to go through all these hoops to get there.
What do we do?
We make all this drama and all they want is someone they can trust.
Brian: Absolutely. That’s fabulous.
So important and this, I just want to remind all the listeners and viewers, go back, rewatch, relisten to this, because there’s so much gold in there, so many important pieces that you could pull out and be able to use right away regardless of what section of the sale you’re involved in.
Whether you’re the owner or executive or so forth, you got to know that these things are occurring, and that you’re going in the right direction and setting up the right trust based selling process.
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