Latest / Success Story with Scott Clary / Lessons - Forget Everything You Know About Sales | Ari Galper - Founder & CEO of Unlock The Game

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Lessons - Forget Everything You Know About Sales | Ari Galper - Founder & CEO of Unlock The Game · Success Story with Scott Clary

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  In this episode, we dive deep into the art of building trust on a cold call.
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  We challenge the conventional sales approach and discuss how to create genuine connections
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  without pressure. You'll learn why traditional techniques like follow-ups and pushing for the
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  next step by killing your deals and how shifting your mindset can lead to deeper conversations,
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  higher conversion rates and a one-call close.
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  So say you're cold calling somebody and you don't have the decision maker,
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  you don't have the information, you don't even know who it is, you're trying to get to that person.
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  How do you establish trust if somebody who doesn't even have that problem?
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  Yeah, so how do you establish trust on a cold call?
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  So here's how it goes, okay? The typical way is like this.
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  Hi, my name is I'm with we are a how are you today?
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  Or do you have a couple minutes?
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  That's that when you start out to someone with a typical sales approach, it's over and
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  hello. It's over right there because they associate you immediately with the stereotype.
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  You should, you know, that's why it's so painful.
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  Here's how we handle a call like that with our mindset, our language and it goes like this.
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  So let's say the guy at the piece of the phone says his name's Scott.
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  I Scott, my name's Ari and I'm hoping you can help me out for a moment and you're going to ask
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  what look there? Like now, now I'm triggered to say like what?
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  Of course, that's called a two-way dialogue and hello.
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  That's how you create a connection because they're going to, they don't know who you are.
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  It could be the president. It could be the tax op. You could be a client, the human nature
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  when you ask for help is to say how can I help you?
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  As long as you deliver it with that tonality and that relax to the calmness, if you say hi,
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  I'm hoping you can help me out for a moment. You're dead. Cut the energy out.
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  Remove the pressure. Remove momentum from your sales process.
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  Is that the secret? Is that, is that, that seems to be like a theme to come back to,
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  remove the momentum?
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  Well, one of our core principles is the idea of always removing pressure from the process
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  and pressure is created by us that inadvertently puts momentum on them to move them where?
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  Toward our whole. Our mindset shift is your goal is not to sell. Your goal is a truth
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  and trust a weatherman where help them or not. It's different directories. So when you shift
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  your mindset, you let go of your goal, move them forward and you focus on bringing president
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  with them to create a human connection with them around their problem. That creates this bubble
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  of vulnerability with you where they feel comfortable opening up to you and building real trust.
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  Real trust is when they feel comfortable telling you their truth.
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  Real trust is when they feel comfortable telling you their truth and that's what you got it.
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  That's what you got to get to in it. That's what I told you.
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  Bottom of the iceberg. That's what you got to get to on every sales call you have.
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  Otherwise, you're skimming the top. Play what I call the numbers game. You know the numbers game
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  concept. I know the numbers game content. The volume of velocity. Diled for dollars.
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  The more contacts you make, the more sales you're going to make.
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  That's like so in 1980s, man. We discovered some of how many contacts you make anymore.
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  It's about how deep you go on each conversation. Now, how many calls do you make?
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  A couple other classic ones. Remember this one? The sales always lost at the end of the process.
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  You know, you had a deal pending. It all looked good. It just fell through. What happened?
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  It was like the perfect sale. We discovered this economy now.
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  The sales now lost at a more at the end of the process. It's now lost at the beginning of the
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  process at hello. Why is that? Why is that? Because we think our job is to pull them from
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  A to Z down our path as fast as possible because we think the sales being made at the end.
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  But what we don't realize is if you're not really in trust with them in the beginning,
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  the sales lost right there. I'll give you an example. I'll give you an example. We use
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  your approach. Let's say you're having a first call with someone over the farm, okay? Either
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  inbound, lay whatever referral, great conversation, a good chemistry. It looks like a good fit.
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  All that they're interested in the call kind of comes to a close after your first call.
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  What do we normally say to someone? It'll call like that. We say in sales. We say things like,
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  hey, how about we set up a call for another like set up the next call, whatever?
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  I said, yeah, we're in a really big condition all the years to move things forward.
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  What happens if you attempt to move someone forward and they aren't ready yet in the beginning?
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  What do you break with them right there early on? You're going to push back. They're
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  going to lie about jumping on the next call saying, yeah, sure, whatever because they feel
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  pressure to do that and they'll either jump on it and then have no and then goes to after that
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  or they'll just they'll just not show up to the next call. Correct. That's the cycle of pain
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  begins right there because they feel pressure for you that breaks the trust. So same scenario,
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  but our mindset and our language, okay? Calls going well, good chemistry, could be a fit,
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  call coming through close, right? It's saying, hey, how about we move forward? What we say is said
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  is this we say, where do you think we should go from here? Very, very clever. You just throw
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  back to them. You always throw back to them. You're letting them set their own pace. It's not about me.
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  It's about them. And when you say to somebody, where do you think we should go from here? They're
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  usually in a state of shock. They can't believe somebody in business as you ask them what they
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  want to do. They're so used to being pulled down the process. They know a mile away. It's over
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  right there. We're like, man, sales odds is such so painful. It's so hard because you're so
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  selling from the old conditioning that you believe the goal is the next step. That's not the goal.
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  The goal is for them to say, for them to say themselves, man, he just gets me. He understands my
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  issue. I feel something about, just, you know, you meet someone and they just totally get you
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  like, man, he just had it. That's what you, I got you, but whoever listen to this has to learn how
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  to do is a new skill set. You don't know it now because if you're still selling it out,
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  but talking about today, you're still in the old mindset. What other parts of the traditional
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  sales cycle are broken? So I don't know if it's negotiation, it's closing, if it's demo, like,
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  what else? And also like, what else do you work on? Are you redefining like the whole process?
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  Is that your thing? Is that like what you're working on right now? And that's what you help
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  clients with? Or is there a certain thing you specialize in? Eyes, everything broken.
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  I fundamentally, yes, but I specialize in one specific area. And that is sales conversion only.
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  Okay. How to convert the currently that you have in one single conversation, no multiple steps,
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  no follow up, no next steps. It's called the one call sale system. I'm running a book on that
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  right now. And I'm teaching this to my private clients and they're loving it. I set the bar for my
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  private clients at a 100% conversion on every call if the person's qualified. If it's plain
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  that explain that though, because I think if there's other steps, they're like, you have to have
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  PO, if there's a PO issue, yeah, I don't feel like a sign contract. I mean, the verbal, yeah, we're
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  going to move forward. Okay. Okay. Okay. On the first, not 20 steps later. Yeah, because like,
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  I'm just thinking like I'm traditional enterprise B2B sales, like, yes, you have all your steps.
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  You have all your steps mapped out, you know, every step is the act of the buyer is like, that's
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  very normal. So what is this one one call closed? This seems like it's it's insane for somebody
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  comes from an enterprise space to think like I could ever close a deal in one call. So how do you
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  get through all those steps? Psychologically, you built the trust and then how do you get them
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  through to close? So that means you're hitting, you're hitting discovery, demo, negotiation and
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  closing, like, no, no, no demo. No, no, I'm just saying that you're you're, I'm going through all
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  the steps that I use. I know. I know, because you, those steps, our steps, we think we have to do
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  to build trust. I'm for a bond here in saying that all those long sales cycles, the reason for
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  a long sales cycle is because of a lack of trust. If you had built not you, but if if you can build
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  enough trust with some a decision maker on our first conversation, there is no long sales cycle.
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  The reason we're in those cycles right now is because we've messed it up early on. We did a whole
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  relationship thing. We did a demo early on. We didn't we were the doctor. We are the sales guy.
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  Hence why we're now stuck in a long sales cycle chasing ghosts. If I tell this for fun,
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  I'm going to ask your listeners and viewers right now to take a verbal oath of me to not legal
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  or verbal one to remove one key phrase forever from the vocabulary as of this recording and never
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  used ever again in the world of sales. Now, this might hurt just a bit for those folks who've been
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  in sales for a long time. Is that all right? Yeah, do it. I love it. I love it. Listen, if it works,
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  I don't think anyone's going to push back. You just got to challenge people. They got to fit.
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  For anybody who's listening to this, a lot of stuff that Ari's talking about, it's some of it
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  makes sense immediately, like the fact that you're going with your five wise and getting people to
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  open up and you're not just taking surface level information and you're pushing them into it,
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  almost like an uncomfortable but very candid conversation about the praying points. I think
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  that's very important. I think that this one call closed to me. If somebody can try it out,
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  and I'm going to try it out, I'm going to try some of these steps, probably read more into the book
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  and see if I can deal with some of my clients. It's an uncomfortable thing to think about because
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  obviously, if you ever done large ticket deals, this is something that has never been discussed ever.
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  It's not something that is normally ever taught in any sales book ever, the one call anything.
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  I can see it for a smaller deal. That's pretty standard, but for larger, it doesn't make a lot of
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  sense, so I've got to try it out. But the point is, you don't try it out, you never know.
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  So I am a firm believer in experimenting and trying different things. So if you have one line that
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  you think everybody's here at a right away, like let's do it, let's try it, let's see what the
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  results are. I'm just a data guy, like if it works, it works, I'm fine. Here it is. I'm going to ask
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  everyone to never again use this phrase after this recording for the rest of their lives. Here it
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  is. Never again use the phrase follow up ever again in your sales career.
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  All right. If I had them all in the room, I asked to raise their hand. How many of you
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  used to follow up the last few weeks? I have every hand going up. Who's running an email?
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  That I run you to follow up. Hi, I'm calling a follow up. What's the only industry in the world
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  to use the word follow up? Sales sales. Hi, I'm just calling a follow up, but I'll count it.
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  It's like you're killing your own sale. They're associating you with the negative sales for
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  the stereotype. Because follow up says I'm trying to move things where. Follow up where it's my
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  goal. This is the commission in my sale. You're losing the sale right there. There's a few more
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  classics of the 80s. Remember those classic ones? I'm giving you call to
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  touch base. Touch base follow up. Checking in. Like what are next steps? Oh my god, it's so
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  80s and we're so stuck in that old conditioning with that old language in which
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  kills the trust. If we say instead, let's just write for our materials. You say I'm just giving
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  me a call to see if you have any feedback from our previous conversation and a feedback from
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  our last meeting, any feedback for repulsal. See, feedback's not going forward. It's going where?
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  I'm at words away from the sale. When you move forward, you create momentum. When you create
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  momentum, you put pressure on them. When you put pressure on them, you're chasing your ghost.
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  Plendid Embers Game. If you were living that world and chased that painful situation,
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  all the power to you. But there'll be certain people on this call who go holy crap.
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  Where was all each 20 years ago? 10 years ago. Why am I still stuck in playing the numbers
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  game when I could just shift with the whole thing and play in a lower volume, higher conversion rate
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  model and not chasing ghosts anymore and it's totally doable. I'm doing it right down my private
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  quies and they're kicking ass. Thanks for tuning in. If you found this valuable,
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  don't forget to hit that subscribe button so you never miss an episode. And if you want to dive
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  deeper into this conversation, check out the links in the description to watch the full episode.
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  See you in the next one.