Ari Galper Articles

Why Trying To Get The Appoinment, Can Be a Recipe for Dis-Appointment - Click To Read Article
Last week, this e-mail from Jack arrived in my inbox:

Why Overcoming Objections Can Lose The Sale - Click To Read Article
How ironic it is that the more we try and overcome resistance, the more we actually create it.

Why Inbound Calls Are Really Cold Calls - Click To Read Article
We all think that incoming calls and “leads” should be easier because they’re not cold calls, right? Well, when you think about it, why aren’t they? Most of the time the other person is just looking for something and isn’t ready to make a decision yet. But we get so excited that we begin to “sell” anyway because it seems so much easier.

When Prospects Give You The "Silent Treatment" - Click To Read Article
If you’ve been selling for a while, you’ve probably had at least one experience in which your prospect suddenly started giving you the “silent treatment.”

When Cold Calls Become a "Dog and Pony Show" - Click To Read Article
What happens when you’ve made a cold call and your prospect invites you to make a sales presentation? At this point, you might have a hard time creating a two-way conversation because you’re forced to go in with a canned sales pitch and try to get them to buy your solution. After all, you do believe in your solution don’t you? You can help most people, so all you have to do is show them how. Oh, and in the end, get them to buy. Be sure to ask for that order at the end of your presentation.

Throw Out Your Selling Language - Unlock Your Natural Voice - Click To Read Article
I was sitting at my desk last week when my phone rang. I picked it up and said, "This is Ari with Unlock The Game." The woman on the other end of the phone said, "Hi, my name is Julie Jackson, I'm with XYZ company and we are a...and we offer...". As she continued to speak, I stopped her in mid-sentence and said, "Hi, Julie."

Trust is Better than Selling in Cold Calling - Click To Read Article
I’d like to introduce you to a radical new thought. In the old sales mindset, you’ve probably been trained to focus only on making the sale. You approach your cold calls with the idea of moving things towards a sales event.

The Truth Behind Linear Selling: Why It Can Make Prospects Run The Other Way - Click To Read Article
Sean works for a major telecom company.

The Wall of Defensiveness: 7 Ways to Tear It Down - Click To Read Article
Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"?

The Surprising Truth about Cold Calling - Click To Read Article
Haven’t you noticed that the old "tried and true" cold calling techniques that were once successful in cold calling have now completely lost their effectiveness?

The 3 Cold Calling Phrases That Get Results - Click To Read Article
How can we possibly avoid rejection and still stay “real” while cold calling? Well, the truth is that the more genuine we are, the less likely we are to be rejected.

Should You Use Sales Letters Before You Cold Call - Click To Read Article
Remember the numbers game? Well, that is the same thought behind sending out sales letters. The hope is that with every hundred or so letters, a few sales will result.

Seven Steps to Cold Calling Follow-up - Click To Read Article
Let’s say you’ve had a great conversation with a prospect. They’ve shared their problems and seem genuinely interested in what you are offering. You’re excited about following up with them – but your calls aren’t returned. What’s happening?

Sales Therapy 101: Breaking Your Fear of Cold Calling - Click To Read Article
Almost every day, visitors to my Unlock The Game website click on my live instant-messenger chat button, which invites them to "Ask Ari a selling question."

Selling Online, Selling Offline: What's The Difference? - Click To Read Article
Ever since I created Unlock The Game™, one of the first questions people always ask me is, "Does Unlock The Game™ apply to online selling?"

Right Brain Cold Calling - What is it? - Click To Read Article
You know the feeling you get when you hear the rhythm of a song and it feels as if you’re grooving with it?

No More Selling Scripts? 5 Ways to Be Yourself Again - Click To Read Article
Last week I was sitting at my desk and the phone rang.

Make Fewer Cold Calls and Get Better Results - Click To Read Article
Cold calling, the old way, has to be the most painful form of sales work you can experience. There’s a lot of rejection, fear, and deflated hopes.

Make Cold Calls More Successful- Stop Focusing on the Sale - Click To Read Article
All the sales gurus have been teaching for years that you must be enthusiastic and aggressive in cold calling tactics. You’ve been trained to focus on the sale and move cold calling conversations toward a sales conclusion. What would you think if I told you to surrender your sales agenda entirely? The new sales mindset actually does just that. It brings cold calling out of the dark ages where you’re going into battle almost as soon as you dial the phone. It lets you get rid of “pitches” and “strategies” and “closing techniques.” And instead, you can become a real person again.

Is Sales Really a Numbers Game? - Click To Read Article
The other day, I got a call from Brian, who was a first time visitor to my website. He told me during our conversation, "I see other people at work playing the old numbers game. You know, they make as many calls as they can, hoping that a few will turn into sales.

How to Use E-Mail "Cold Calls" - Without Falling into the SPAM Trap! - Click To Read Article
"I always hear people talking about how e-mail is today's 'killer app,'" my coaching client Janice told me when we were discussing ways of making contact with prospects.

How to Stop Cold Calls from Feeling Intrusive - Click To Read Article
4 key ways to be seen as helpful while cold calling

How To Throw Out Your Cold Calling Scripts - Click To Read Article
Five Ways to Be Yourself Again in Cold Calling!

How To Use Your Right Brain When You Cold Call - Click To Read Article
Unlock the power of your right brain for cold calling success!

How to Stop Your Cold Calls From Losing Steam - Click To Read Article
We’ve all had the experience where everything seems to be going well during a cold call, and suddenly the person we’re talking to “hits the brakes.” They raise an objection and we start to panic, thinking we’re about to lose the sale.

How to Recognize and Diffuse Hidden Pressures in Cold Calling - Click To Read Article
Wouldn’t you like to make cold calling pleasant for both you and the other person? The best way to achieve this is to completely eliminate sales pressure.

How to Make Your Cold Calling Effective - Click To Read Article
4 Examples of effective dialogue in cold calling!

How to Make Cold Calling Opportunities Out of Voice Mails - Click To Read Article
Turn voice mails into a cold calling journey of discovery!

How to Make Your Cold Calling Problem-Focused - Click To Read Article
We rarely think about our prospect’s problems when we cold call. It’s just easier to focus on our product or service. Naturally, it’s really tempting to make cold calling all about us and what we have to offer, rather than about the other person.

How to Replace Your Sales Script with a Conversation - Click To Read Article
Dear Ari, My name is Ben Cross and I’m in the network marketing business. As you know, in network marketing we sell two things: the product of the company we represent and the business opportunity for others to get involved in the business.

How to Handle Objection When You Cold Call - Click To Read Article
We’ve all had the somewhat startling experience of thinking things are going really well during a cold call, and suddenly someone pulls back on us. They give us an “objection,” or just say something to end the conversation. Most of us have been trained to overcome objections during our cold calls, and keep moving forward. The thinking is that if you’re persistent enough, then you’ll make the sale. In other words, we’re supposed to bypass people's objections and concerns because we’ve already decided for them that they should buy what we have to offer.

How to Genuinely Enjoy Cold Calling - Click To Read Article
Five perspectives that will (honestly!) create enjoyment in your cold calling

How to End the Cold Calling Game of Chasing a Sale - Click To Read Article
4 steps to warm up cold calling conversations

How to End Your Fear of Cold Calling - Click To Read Article
3 Steps to changing your mindset about cold calling!

How to Get a Call Back From Your Cold Calls - Click To Read Article
What’s the most common reason prospects stop communicating with you? They think your going to pressure them. They’re afraid that, even if it’s subtle, we’ll apply pressure to close the sale. So how do we reassure them we aren’t going to pressure them? By staying focused on the truth of the situation rather than on getting the sale. And by using language that clearly reflects this.

How to Build Great Relationships through Cold Calling - Click To Read Article
Master the foundation for cold calling success

How to Cold Call with Integrity - Click To Read Article
The way we've always wanted to do cold calling!

How to Cold Calling Without a "Pitch" - Click To Read Article
Make your cold calling about them, not about you!

How to Cold Call without a Script - Click To Read Article
Linear step-by-step sales scripts have done a lot to give selling a bad name. Not because they don’t “work”, actually some people who use cold calling scripts actually do make some sales. The problem is even if you’re a good-hearted businessperson, scripts make it almost impossible for you to avoid sounding like a “salesperson.” This is a serious problem because most people respond to a sales agenda with something like, “Uh oh, I’m about to be sold something. How fast can I get this person off the phone?” If we turn away from the artificial beginning of a sales script, and approach cold calling in a different way, then we’re likely to get different responses.

How to Cold Call With Respect - Click To Read Article
What happens when you’re talking with a prospect during a cold call and you start to realize there isn’t an honest “fit” for your product or service? Your prospect doesn’t have a problem, hassle, or challenge that your product or service solves. Well, the old cold calling mindset is “Chase everybody possible and focus on the sale and never take no for an answer!” So how does this new cold calling mindset work? Well, if you keep trying to push people into something they don’t want, you increase the chances of them rejecting you.

How to Avoid Getting Off Track When You Cold Call - Click To Read Article
Let’s say you’re on a cold call, and it’s going well. You have a strong connection with your potential client. But the conversation starts to wander off the topic. And you’re not sure how you can regain focus without the other person feeling pressured. Well, the traditional sales approach tells us to always focus on getting the sale. So when cold calling conversations start to wander, we’re taught to bring the focus back to our linear sales road, including having the potential client answer certain questions. The problem is that these questions only look like parts of a conversation. They’re actually covert attempts to make others to believe they need our solution.

Hidden Sales Presssure: 7 Ways To Make It Go Away - Click To Read Article
Everyday, people from all over the world send me their selling challenges. This one just came in from Julie in Atlanta, Georgia:

Four Keys to Making Your Cold Call Stress-Free - Click To Read Article
From the traditional point of view, cold calling conversations should constantly lead towards making a sale. We’ve been given only one path to follow, and that’s getting a “yes.”

Dead Silence From Your Prospect: The Worst Sound Of All - Click To Read Article
Could this be the worst moment in your selling cycle?

Do You Have to Be Aggressive to Make Sales? - Click To Read Article
A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game™ sales approach.

Diffuse Cold Calling Pressure - Click To Read Article
Stop your expectations from sabotaging cold calls.

Cold Calls - A New Way to Open - Click To Read Article
Cold Calling Tips to Create Openings for Real Conversation!

Confident at Cold Calling? A Reality Check on Postive Thinking - Click To Read Article
Before you make a cold call, do you “gear up” first? Do you get excited about your product or service, and try to anticipate making the sale?

Are You Risking the Relationship for the Sale - And then Losing the Sale Anyways? - Click To Read Article
Losing a sale can be disheartening, especially if you lose it for reasons you aren't even aware of.

7 Pitfalls of Using Email to Sell - Click To Read Article
* Are you sending e-mails to prospects instead of calling them?

7 Ways To Stop Selling & Start Building Relationships - Click To Read Article
Sometimes we can all use a friendly reminder to keep us from backsliding into old ways of thinking about selling that lead us down the wrong path with potential clients.

7 Ways to Cut Loose from Old Sales Thinking - Click To Read Article
Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.

7 Cold Calling Secrets Even the Sales Gurus Don't Know - Click To Read Article
More and more e-mails are arriving in my in-box from people who hate cold calling. Here's what they're saying:

7 Ways To Sell and Retain Your Integrity - Click To Read Article
Making more sales while retaining your integrity -- is it possible to do both?

Aikido and The Art of Selling - Click To Read Article
Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink.

7 Ways To Get To The Truth: When The Sale Disappears - Click To Read Article
You're close, really close, to making a sale. Your potential client is in the market for your product or service and you've had a couple of good meetings.

7 Ways To STOP Chasing Decision Makers! - Click To Read Article
You probably know this scenario well: Your main contact at a company has expressed interest in possibly purchasing your product or service.

4 Classic Cold Calling Mistakes - Click To Read Article
Have you noticed that the old “tried and true” cold calling techniques which were once successful have completely lost their effectiveness over the years? They just don’t work anymore.

3 Cold Calling Mistakes that Trigger Rejection - Click To Read Article
In the old traditional cold calling mindset, you expect a lot of rejection, and unfortunately you usually get it. You probably make hundreds of calls, and out of those you make a few sales. You’ve come to accept that rejection as a normal part of cold calling.

5 keys to Humanize Your Cold Call - Click To Read Article
It always feels artificial when we shift into our “salesperson persona” in order to make a cold call. It’s a dehumanizing process that -- unless we’re a born actor -- feels really awkward. And yet the old-school traditional sales mindset almost guarantees that role playing is a part of every cold call we make.

4 Secrets to Successful Cold Calling - Click To Read Article
In the world of cold calling, there can be a lot of negativity. It’s not easy to talk to someone you haven’t met – especially when you experience rejection so much of the time. Most people who sell really dislike cold calling, and I don’t blame them.


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