Stump The Guru Podcast

Building a relationship is about building rapport… which is often ineffective for solving problems. In fact, how many times does being friendly and agreeable get in the way of telling someone what they need to hear? Building trust with your potential client is about what I call “going down the iceberg.” Going down the iceberg as an advisor means helping your potential client understand the gravity...

It’s always an awkward moment, you had a great conversation with someone, they are qualified for your solution, it’s time to “follow-up” with them …. what do you say, without putting pressure on them?    The answer lies within the mindset shift of re-focusing the conversation on their problem, and not your solution.  In this episode of Stump The Guru Podcast, I'll be talking about Following U...

Not sure if you do any outbound sales calling, but if you do, this podcast episode will either be a shock to you or what you’ve been looking for.   We’ve been conditioned to believe by the traditional sales gurus that the sale is lost at the END of the process – and I’ve always known it’s lost at the BEGINNING of the process.   Can you create trust at “hello”?   In this episode of Stump The Guru P...

This is happening all the time, everywhere, on virtually every sales conversation you’re having… you’re prospect is holding something back from you.   Why? Why are they afraid to just tell you the truth? What are they afraid you might do if they are vulnerable with you? In this episode of Stump The Guru Podcast, I'll be talking about How Do You Get To The Truth Of Your Prospect?    I've...

Your doctor gets paid for giving you deep clarity on your problem, in ADVANCE of solving the problem. CLARITY is the biggest issue your prospects really want first, before actually getting their problem solved. In this month’s Stump The Guru episode, I'll be talking about how you can use the "doctor" model to position yourself as a Trusted Authority.   I've made it my life’s mi...

It's like walking a tight-rope, if you push to hard in your sales conversation, you'll break trust and lose the sale. On the flip side, if you're too passive, over educating, doing "free" consulting, attempting to create a relationship, you'll often hear "I want to think about it"....then you end up in chase mode, the last place you want to me. In this episo...

People who sell typically handle objections in a defensive manner or in ways that try to convince prospects that their objection isn’t true. But that’s actually an attack on the other person’s reality and puts them on the defensive. They start fearing that we’re going to try to “sell” them by persuading them, so they either challenge us more, or they try to get out of the situation. In this episod...

CEOs need to take a hard look at their sales process to not only focus on how many sales they are making, but also to focus on why they are losing many of their most lucrative sales opportunities. They need to begin shifting the mindset of their sales teams away from being solution-focused to being intensely problem-focused, so their potential clients feel their core issues are deeply understood,...

When you’re chasing a vanishing prospect with follow-up messages to try and get them onboard, you’re following the old mindset of chasing the sale.   You’re focusing on getting a “yes”, without really knowing the truth of what they’re thinking. Let me remind you, at this stage, you haven’t lost the sale, you just don’t know the truth yet!  But let me tell you, if you’re willing to be humble, reach...

What do you do when someone says to you they already chose someone who offers what you do?   In traditional selling, you’re only options are FIGHT or FLIGHT.    Defend your position, go after the other vendor explaining how they aren’t as good as you, or back away and let them go.    With Trust-Based Selling, there’s a different approach and I will be talking all about this in this months episode....

If someone gives you an objection, a pressure on you like, “Your price is too high,” for instance. The number one response to that in sales is usually to defend yourself.  “We’re the best. We have this.” You start to defend, get your shoulders up and say, “We can work with that.” We either get passive or aggressive. There are only two options. The new sales thinking mindset is different. It’s abou...

Have you got a tricky sales situation that you can't solve on your own... your chasing a potential client you who isn't calling you back? You're hearing "I'd like to think about it" or "I'll get back to you when I'm ready"? Whatever sales challenge you are experience right now, join Ari Galper, the World’s #1 Authority On Trust-Based Selling and th...