Building Trust in Sales with AI

10 snips

Aug 9, 2025

In this discussion, Ari Galper, an innovator in trust-based selling and founder of Unlock the Sales Game, reveals crucial insights about building trust in sales. He highlights the importance of deep connections over mere transactional interactions. Ari introduces his One Call Sale method, focusing on understanding client needs without pressure. He emphasizes that AI can enhance, but not replace, human empathy in sales. Listeners learn to reevaluate their sales language, avoid misconceptions about AI, and prioritize ethical considerations in its application.

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INSIGHT

Diagnosis Over Delivery

Many sellers act like pharmacists by delivering solutions instead of diagnosing problems.
Ari Galper argues sellers should be doctors who build trust and diagnose before prescribing solutions.

ADVICE

Keep IP Behind Your Firewall

Keep most proprietary training content private to preserve your human advantage and avoid commoditization.
Build a private AI or system trained on your own IP rather than publishing everything online.

INSIGHT

AI Can't Replace Human Trust

AI can improve efficiency and service but cannot create deep human trust by itself.
Trust requires human-to-human emotional resonance and diagnostic questioning below the surface.

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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 Conclusion and Key Takeaways The AI for Sales Podcast is brought to you by BDR.ai, Nooks.ai, and ZoomInfo—the go-to-market intelligence platform that accelerates revenue growth. Skip the forms and website hunting—Chad will connect you directly with the right person at any of these companies. 👉 Visit www.SDR.ai/intro to unlock your direct line.