DateTime Object ( [date] => 2022-06-28 06:02:45.164760 [timezone_type] => 3 [timezone] => UTC )
  • #47 Trust-based Selling, with Ari Galper

    Something has changed in the sales game where potential clients are just playing games with you. Please tell us the story about when you were managing a sales team at a software company and you made a call that changed your perspective.

    Your goal is not to focus so much on the sale but to build up trust with people, so they tell you where they stand. How does that work?

    You say it’s a myth that sales is a numbers game. It’s not about how many contacts you make, but how deep you go in each conversation. Is that right?

    The old sales model is outdated and sales teams should move away from old language and methods into a modern approach. What is the new language salespeople should use? 

    What are some mistakes sales managers make?.

    What are some outdated sales methods to avoid?

    You write that most businesses focus on how much they are selling and making, yet they don’t focus on how much they’re losing. How does that work?

    What practical changes can people managers make in their sales team’s approach?



    In a world where trust has become currency in the new economy, Ari Galper is the world's number 1 authority on trust-based selling. Endless chasing can be a dehumanising process. Ari is on a mission to re-invent sales by anchoring values of integrity and trust through Trust-Based Selling.

    In his book, "Unlock The Sales Game", Ari describes why having a mindset focusing on getting to the truth, instead of “getting the sale” is ironically 10 times more profitable. He’s been featured in CEO Magazine and Forbes. 

    Contact Ari Galper:


    Author of ‘Workplace Wisdom for 9 to thrive; the 12 soft skills everyone must master to function in the workplace', Nina frequents the speaking stage, in-person in Australia/New Zealand and virtually to international audiences from a professional studio on transforming team culture through Second Curve Thinking and constant reinvention.

    With a Bachelor of Arts and Diploma in Education, and graduate of the 3-year program of the Australian Film, TV and Radio School, Nina worked as Production Manager in television, before founding the training organisation, Brainpower Training Pty Ltd, now leading a team of Facilitators Australia-wide.

    Nina is a past chapter president of Professional Speakers Australia, a CSP (Certified Speaking Professional) and twice-certified CVP (Certified Virtual Presenter) which means she can present virtually for any timezone globally.

    If Manage Self, Lead Others inspires you, you can book Nina as a speaker for your conference visit .

    Brainpower Training's face-to-face and online workshops in Productivity, Communication, Leadership or Change and will take your team to the next level. Visit:

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    DateTime Object ( [date] => 2022-06-28 06:02:46.305227 [timezone_type] => 3 [timezone] => UTC )
Manage Self, Lead Others. Nina Sunday presents.

Manage Self, Lead Others. Nina Sunday presents.

The Manage Self, Lead Others podcast on C-Suite Radio is a show for experienced and aspiring people managers to explore ways to elevate and transform... Read More