How to Sell Without Chasing: Ari Galper’s One Call Sales Method

Sep 17, 2025

41:45

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In this episode of The Tech Leader's Playbook, Avetis Antaplyan sits down with Ari Galper, the world’s #1 authority on trust-based selling and creator of the One Call Sale methodology and Ari AI, an AI-powered sales coaching platform built on decades of proven frameworks. Together, they explore why traditional relationship-building and persuasion tactics often fail in today’s crowded marketplace—and what tech leaders can do instead.

Ari shares how to transition from solution-centric pitching to problem-centric diagnosing, helping prospects see the cost of inaction before presenting a solution. He offers powerful language patterns and mindset shifts that compress long sales cycles into a single conversation, without pressure or chasing leads. Listeners will hear real-world stories, including Ari’s personal turning point that inspired him to build a global movement around truth and trust in sales.

Whether you’re a founder, executive, or sales leader, this episode will help you rethink your approach to business growth—moving from transactional selling to creating deep trust that drives long-term success.

Takeaways

Trust-building, not persuasion, is the foundation of modern sales.
Stop selling pre-sale—diagnose problems first, like a doctor with a patient.
The cost of inaction (COI) is critical: help prospects see the risk of staying with the status quo.
Compressing the sales cycle into one call creates clarity and commitment without pressure.
Relationship-building pre-sale often backfires; it can put you in the “friend zone.”
Avoid using the phrase “follow-up”; ask for feedback instead to uncover the truth.
Silence is a powerful tool—let prospects talk first and reveal their core issues.
Clarity is the true value you provide, not your product demo or case studies.
Create cultural change in sales teams by teaching trust-based frameworks, not scripts.
Use trust-based language to keep prospects on your calendar and avoid chasing ghosts.
Personal transparency and authenticity—like Ari’s lessons from his son Toby—make you more effective.
Market to the problems you solve, not your solutions, to stand out in a noisy world.