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15 item(s) tagged with; galper.

Sales Therapy 101: Breaking Your Fear of Cold Calling : Sales Therapy 101: Breaking Your Fear of Cold Calling By: Ari Galper Almost every day, visitors to my Unlock The Game" website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question." And do you know what their most common question is? Yes, you guessed it: "Is there any way I can break through or overcome my fear of cold calling?" Most of us have at least some resistance to cold calling, and some people I talk with have such a paralyzing visceral and emotional fear of cold calling that they can't even consider doing it.
added on 09.12.2015. 07:00 in Business and Finance

Throw Out Your "Selling" Language - Unlock Your Natural Voice : Throw Out Your "Selling" Language - Unlock Your Natural Voice By: Ari Galper I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game.
added on 10.12.2015. 08:00 in Business and Finance

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way : The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way By: Ari Galper Sean works for a major telecom company. During one of our coaching sessions, he told me, "I've been diligent about following the sales process that my company believes is required to make a sale -- but, for some strange reason, my prospects don't want to fit into that process.
added on 06.04.2016. 05:00 in Business and Finance

7 Ways to Get to the Truth: When the Sale "Disappears" : 7 Ways to Get to the Truth: When the Sale "Disappears" By: Ari Galper You're close, really close, to making a sale. Your potential client is in the market for your product or service and you've had a couple of good meetings.
added on 05.06.2016. 17:00 in Business and Finance

Dead Silence From Your Prospect: The Worst Sound Of All : Dead Silence From Your Prospect: The Worst Sound Of All By: Ari Galper Could this be the worst moment in your selling cycle? You've done all the right things with your prospect: You've identified a real need and developed a reasonably solid relationship. You've determined that your prospect is interested in your solution.
added on 14.07.2016. 08:00 in Business and Finance

7 Pitfalls of Using Email to Sell : 7 Pitfalls of Using Email to Sell By: Ari Galper Are you sending e-mails to prospects instead of calling them? Is e-mail your selling medium of choice because it lets you avoid the rejection that you dread when you make real cold calls? Do you wait and wait for return e-mails from prospects that will give you the green light to move the sales process forward? Sad but true, these days most people who sell for a living spend 80% of their time trying to communicate with prospects via e-mail instead of actually picking up the phone and speaking with them. Are you one of those people? If so, you aren't alone.
added on 29.10.2016. 19:00 in Business and Finance

Selling Online, Selling Offline -- What's the Difference? : Selling Online, Selling Offline -- What's the Difference? By: Ari Galper Ever since I created Unlock The Game", one of the first questions people always ask me is, 'Does Unlock The Game" apply to online selling?' I've been holding off on answering that question because I wanted to get enough experience under my belt with my own online business so I could answer this from an authoritative position. My answer is, 'For the most part, yes -- but with some differences.
added on 27.12.2016. 06:00 in Business and Finance

The "Wall of Defensiveness": 7 Ways to Tear It Down : The "Wall of Defensiveness": 7 Ways to Tear It Down By: Ari Galper Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems? That's what's been happening to Michael, who calls companies to set appointments with decisionmakers. "I have a great product that I'm passionate about," he told me, "but when I call prospects, they immediately start treating me as just another salesperson who's trying to sell them the same type of product that others have tried to sell to them in the past.
added on 20.01.2014. 06:00 in Business and Finance

Do You Have to Be Aggressive to Make Sales? : Do You Have to Be Aggressive to Make Sales? By: Ari Galper A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game " sales approach. After one coaching session, one member of the sales team came up to me and said, "Ari, your approach makes complete sense -- but I'm afraid I'll lose sales if I stop being aggressive and start being passive!" Whenever I hear a comment like that, I want to scream, because it means that the person just doesn't yet understand that removing pressure from the sales process doesn't mean being passive! But.
added on 12.01.2016. 03:00 in Marketing

Why Trying to "Get the Appointment" Can be a Recipe for Dis-Appoinment : Why Trying to "Get the Appointment" Can be a Recipe for Dis-Appoinment By: Ari Galper Last week, this e-mail from Jack arrived in my inbox: To: Ari Galper From: Jack Subj. : Help! I need to get more appointments Dear Ari, I've just coined a new disease for the medical books, and I'm hoping you can help me cure it.
added on 19.03.2016. 03:00 in Marketing

Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? : Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway? By: Ari Galper Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of. Traditional selling approaches tell us that sales are usually lost because of some element -- price, features, benefits -- having to do with our product or service.
added on 15.06.2016. 19:00 in Marketing

7 Ways to Stop "Selling" & Start Building Relationships : 7 Ways to Stop "Selling" & Start Building Relationships By: Ari Galper Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients. I was inspired to write this article after a few coaching sessions with a client named Michael, who sells a technology solution.
added on 24.04.2015. 18:00 in Marketing

7 Keys to Turning Cold Calls Into Warm Calls : 7 Keys to Turning Cold Calls Into Warm Calls By: Ari Galper Let's face it when it comes to cold calling many of us fear being rejected. What if I was to tell you I have come up with 7 keys to turning your cold calls into warm calls? Would you believe me? Try these 7 cold calling ideas for yourself and see just how easy making a cold call can really be.
added on 31.10.2016. 07:00 in Marketing

Aikido and The Art of Selling : Aikido and The Art of Selling By: Ari Galper Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who've had too much to drink.
added on 10.11.2016. 17:00 in Marketing

No More Selling Scripts? 5 Ways to Be Yourself Again : No More Selling Scripts? 5 Ways to Be Yourself Again By: Ari Galper Last week I was sitting at my desk and the phone rang. I picked it up and said, " Hello, this is Ari.
added on 17.02.2014. 10:00 in Marketing