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Error - There was an error with your download request. Try again later. Get the Stitcher App Take your podcasts on-the-go! Download The Free App. Get the Stitcher App Send a link to your phone to take your podcasts on the go. We Sent You a Link Did you get it? Retry Close. Start Free Trial. Show Info. The Inner Chief. Save Episode. Go to: www. Ari has a Masters Degree in Instructional Design and is a practitioner of Aikido, a special martial art that diffuses conflict between two parties.
Ari is based in Sydney, Australia with his wife Michelle and their two sons and daughter. In this episode we talk about: Building trust first before anything else, so that you create influence; Eliminating resistance in any communication with a prospect; Why the language you use is so critical, and some practical examples of phrases to remove from your life; and The myth of chasing sales, and instead becoming a sales magnet.
Thanks to Perry Marshall for recommending Ari. On eliminating rejection What we discovered in our research is that rejection is triggered by certain things you say and do unknowingly that cause the other person to push back on you. So that comes down to the words you say languaging , the way you say it delivery and how much authority you have positioning. Those three things are the triggers, and if you don't have one of them, you'll get rejection every single day. On starting with building trust, not pushing for a sale Whatever you're offering to them is about a solution to their problem; if you try and sell your project by talking about the benefits of it and not addressing their issue, that is a mismatch there.
It will feel like you're trying to put your agenda before theirs. An example is: "Hi, my name is I'm with VRA, we specialise in this. What you'd say instead is, "I'm hoping you can help me out for a moment. I'm just giving you a call to see if you'd be open to some different ideas around ways to solve the issues you're having related to sales and project management. Would you be open to that?
If your goal is trust first, you don't talk about yourself, you talk about them. That's the whole mindset shift that I teach. On doing your research Nowadays, you can't go fishing for their problems anymore.
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