The trust recession is killing your sales | Ari Galper

Summary In this episode, Anthony sits down with Ari Galper - the world’s leading authority on Trust-Based Selling - to break down why traditional sales tactics are failing in today’s “trust recession.” Ari shares the moment that changed everything for him (a deal he thought was closed - until he accidentally overheard the truth), and explains how to stop getting ghosted, stop getting shopped, and start getting real answers faster. They dive into the doctor-patient sales model, why “relationship building” and “trust building” are not the same thing, and how to run a buy-appointment-only process that eliminates endless follow ups. If you’re tired of long sales cycles, free consulting, and deals that vanish after “great calls,” this conversation is a blueprint for closing with clarity and trust - especially in an AI-driven world. Special Guest Ari Galper is the founder of Unlock The Game and the creator of Trust-Based Selling, a sales methodology designed to help entrepreneurs and sales teams get the truth faster and build trust without pressure tactics. He’s the author of Trust in a Split Second and Lessons from Toby, and he helps companies shift from solution-first selling to problem-centric conversations that create respect, authority, and long-term partnerships. Chapters: 00:00 - Introduction and Ari's Background 04:40 - The Shift from Traditional Selling to Trust-Based Selling 08:30 - The Doctor-Patient Model in Sales 12:00 - Building Trust vs. Building Relationships 16:00 - Uncovering Client Problems and Needs 20:00 - Handling Resistance and Fostering Honesty 24:00 - Authenticity and Respect in Sales 28:00 - Structuring the Sales Process and Commitment 32:00 - Trust Assets and Authority Positioning 36:30 - The Role of AI and Internal Team Trust 41:00 - The Future of Sales, Final Insights, and Call to Action ARI’S INFO: Book: Trust in a Split Second - https://thetrustbook.com/ LinkedIn: https://www.linkedin.com/in/arigalper/?originalSubdomain=au Company: https://unlockthegame.com/ PODCAST INFO: Website: https://FutureFactory.live Spotify: https://open.spotify.com/show/0SsZRdrvWTUs1QY6Zu1sU6 Apple Podcasts: https://podcasts.apple.com/us/podcast/future-factory/id1659895549 Amazon Music: https://music.amazon.com/podcasts/207e04aa-11a1-4b28-964a-148608422a49/future-factory   FUTURE FACTORY SOCIAL: Instagram: https://www.instagram.com/futurefactorypodcast/ Twitter: https://twitter.com/FutureFactoryFF Facebook: https://www.facebook.com/futurefactorypodcast LinkedIn: https://www.linkedin.com/showcase/futurefactorypodcast TikTok: https://www.tiktok.com/@futurefactorypodcast?_t=8ZIxAf4Orra&_r=1 ANTHONY'S SOCIAL: Instagram:  https://www.instagram.com/anthonyamunategui/ Facebook: https://www.facebook.com/anthony.amunategui.3 Find great guests at PodMatch https://www.joinpodmatch.com/futurefactorypodcast