Summary
In this episode of the AI for Sales podcast, host Chad Burmeister interviews Ari Galper, a leading authority on trust-based selling. They discuss the importance of building trust in sales, the role of AI in enhancing customer experience, and the misconceptions surrounding AI technologies. Ari shares insights on his unique One Call Sale method, the ethical considerations of AI, and practical tips for sales professionals to improve their trust-building skills. The conversation emphasizes the need for human connection in an increasingly automated world and how AI can be leveraged to support, rather than replace, this essential aspect of sales.
Takeaways
Trust is the foundation of successful sales.
Sales professionals often confuse delivering solutions with building trust.
AI can enhance customer service but cannot replace human connection.
The One Call Sale method focuses on deep trust-building conversations.
Avoid using the term 'follow-up' as it implies pressure.
Building rapport is not the same as building trust.
Sales training should focus on trust-building skills.
AI can assist in sales but should not create dependency.
Ethical considerations are crucial in AI development.
Sales professionals need to adapt to the evolving landscape of AI.
Chapters
00:00
Introduction to Trust-Based Selling
02:59
The Shift from Solution Delivery to Trust Building
05:41
AI's Role in Customer Experience
08:44
The One Call Sale Methodology
11:25
Misconceptions About AI in Sales
14:15
Balancing Automation with Human Connection
17:22
Building Trust in Sales Conversations
20:04
Ethical Considerations in AI
22:53
Skills for Sellers in the Age of AI
25:41
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