Dan Kennedy's Magnetic Marketing Podcast
4 Pillars For Diffusing Objections in Sales
Apr 11, 2025
Ari Galper, a trust-based selling expert and creator of Unlock the Game, shares his innovative approach to sales. He discusses the four pillars of sales that focus on building trust and diffusing objections naturally. Galper emphasizes the shift from outdated scripts to authentic engagement, allowing for genuine conversations without pressure. He also reflects on personal growth and the inspiration from his son Toby, driving home the importance of authenticity in both sales and life. Get ready to revolutionize your sales strategy!
52:16
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Quick takeaways
- Adopting a non-confrontational sales approach derived from Aikido helps maintain a positive atmosphere and diffuses client tension.
- Building genuine connections and trust at the beginning of the sales process is more effective than aggressive closing techniques.
Deep dives
The Aikido Approach to Selling
A new perspective on sales emphasizes the concept derived from Aikido, an ancient martial art, which encourages salespeople to sidestep pressure instead of confronting it directly. This approach advocates for diffusing tension during sales conversations rather than pushing hard for a closure, which helps maintain a positive atmosphere. By facilitating an environment of openness, sales professionals can better navigate objections and foster client trust. This shift in mindset aims to make the sales process feel more natural and enjoyable for both parties involved.
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