Ari Galper is World’s #1 Authority on Trust-Based Selling and is one the most experienced sales growth advisors in the world. He is the creator of Unlock The Game®, a revolutionary sales approach that overturns the notion of selling as we know it today.
Where did you grow up and what was your childhood like? Did you have any particular experiences/stories that shaped your adult life?
San Diego, California. My father was a psychologist who allows modeled for me what it was like to be a deep listener.
What is something you wish you would’ve realized earlier in your life?
Figured out my “superpower” earlier, I could have impacted a lot more people, but there are plenty of years ahead of me.
What are bad recommendations you hear in your profession or area of expertise?
- Focus on the sale
- It’s ok to “chase” prospects
- Rejection is part of the sales game
Tell me about one of the darker periods you’ve experienced in life. How you came out of it and what you learned from it?
Twisting and turning to find the right model for my business, took a lot of resilience and belief in our mission to stay in the game for 20 years.
What is one thing that you do that you feel has been the biggest contributor to your success so far?
My relationship with my son Toby. He has influenced my entire body of work on Trust-Based Selling.
What is your morning routine?
Up at 5 am, at the office by 6 am, and back-to-back client consulting calls until noon.
What habit or behavior that you have pursued for a few years has most improved your life?
Letting go of my own goals and focusing 100% on others’ goals and needs, learning to hone that art of trust.
What are your strategies for being productive and using your time most efficiently?
80/20 – 95/5 my daily decisions/priorities
What book(s) have influenced your life the most? Why?
Perry Marshall’s 80/20 Sales & Marketing (provided a focused and unique prism on how to make effective decisions)
Do you have any quotes you live by or think of often?
“If everyone is going one direction, you should go the opposite direction”