Tag Archive for: Ari Galper

Trust

Trust

I have recently reconnected with a sales trainer that I worked with 20 years ago when I got started in this business. Ari Galper teaches no pressure trust based selling. I have resonated with his approached since I first discovered it. The truth of the matter is that we all like to buy but nobody likes to be sold anything.

While I am mostly a very trusting person, what really wins me over is when someone does what they say and when they say that they will do it. No second guessing or wondering, just solid dependable performance. Under promise and over deliver blows people’s socks off. It’s when you do the opposite that people begin not trusting you.

So what can take a long time to earn and develop can also be shattered in a matter of moments. A … Read more

Plant Seeds

Plant seeds

Plant seeds instead of landmines. As you go through your day and your life are you planting seeds of greater benefit or landmines of your future destruction? We have all heard the story of the guy who tells off another guy about a parking spot then goes into a building only to find out the person they told off is who they have their interview with.

Be cognizant of how you react and treat others as it could come back to you in surprising ways. What you give out, you eventually get back. If day after day in rush hour traffic you are encountered with a-holes, there is a strong chance that the a-hole is you.

I was the recipient of a positive example this week. In Oct of 2005 I flew to Los Angles to attend a sales training … Read more

Sales Pitch

We all love to buy, but generally we don’t like to be sold. I like to compare it to driving, unless I am in the driver’s seat it’s just not the same. Let’s just face it we have all been sold to at one time or another. It’s just the experience of the sales process that some of us have trouble with.

You have to admit that you are almost pre-programmed to say that “Thanks I am just looking” when a sales person comes up to you at a retail store and says “May I help you with anything”?. Think of it for a minute, would your response be different if their approach was different?

When I first started as a broker almost 7 years ago now, my first branch manager (who was more of a bull in a china … Read more