Stump The Guru Podcast
Got a tricky sales situation you just can’t seem to solve?
Maybe you’re chasing a potential client who’s gone silent. Or you’re hearing those dreaded phrases like:
- “I’d like to think about it.”
- “I’ll get back to you when I’m ready.”
Whatever sales challenge you’re facing, join Ari Galper, the World’s #1 Authority on Trust-Based Selling and creator of Unlock The Game®, on Stump The Guru.
Every month, Ari coaches guests... live and unrehearsed!! on their toughest, most complex sales roadblocks. The goal? To stump Ari!
But Ari’s mission is bigger: to overturn the outdated notion of selling by building trust between buyers and sellers.
Episodes
48 episodes
Do You Have A "Sales Roadmap"? - Stump The Guru
A sales roadmap is often presented as a step-by-step guide to closing deals. But here’s the thing: If your roadmap is focused only on the destination—making the sale—you might be missing something crucial along the way. ...
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27:28
"Should You Be Overcoming Objections?" - Stump The Guru
Objections are a common part of the sales process, but here’s a thought: What if trying to “overcome” them is actually working against you? When we push against objections, we’re not connecting with the true concerns of our prospect...
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29:22
Is Information Really What Your Prospects Want From You? - Stump The Guru
We often assume that more information is what our prospects need. But what if that’s not the case? In reality, giving too much information too soon can overwhelm them and drive them away. What they really want is clarity, confidenc...
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30:17
Are You Defending Yourself When Challenged? - Stump The Guru
When you're challenged by a prospect, your first instinct might be to defend yourself. But what if that’s not the best response? Defending yourself can create a barrier between you and the prospect, making it harder to build trust....
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31:17
Are You A Trusted Advisor Or A Trusted Authority? - Stump The Guru
As a highly competent advisor with years of experience, it’s easy to assume that your accrued expertise is all you need to successfully acquire new clients at a steady pace.You have a respectable book of business that you’ve built over t...
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21:26
Why Relying On Referrals Is A Liability - Stump The Guru
For a long time, referrals were the “I’ve made it, I’m good at what I do, I don’t need to market myself,” safe zone for many advisors.As referrals started coming in, there was a sense of relief that you could keep your foot on the brake ...
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22:39
Are Prospects Slipping Through Your Fingers?- Stump The Guru
What could be worse than having a qualified prospect who you can help, slip through your fingers and vanish?You did everything right in the initial conversation.You were friendly, gave them great information, and you didn’t pres...
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25:21
How to End the Sales Conversation, Without Ending The Sale - Stump The Guru
Our instinct to gaining a new paying client during the sales conversation, subconsciously directs our thinking to keeping the sales conversation constantly moving forward -- so we don’t lose momentum, ending in losing the potential client.<...
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28:17
Do You Have "The Curse of The Mastery"? - Stump The Guru
Being an expert often comes with what I call “the curse of mastery” – when someone tells you about their problem, you immediately begin trying to solve it – because you can.The curse of mastery also comes with this belief: solving proble...
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26:43
Why Your Prospects Won’t Take the Next Step - Stump The Guru
How many times have you had an initial consultation with a new qualified prospect, where no matter how well you explained your process, they just wouldn’t take the next step with you?For most advisors, it’s far too many.Somewhere ...
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31:40
Are You Doing Free Consulting? - Stump The Guru
A funny thing happens when you have an initial conversation with a potential client. When they start sharing their challenges with you, you probably can’t help yourself but to do what I call “free consulting”.Free consulting ...
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27:11
Is The Hard Sell Obsolete? - Stump The Guru
As an advisor, the last thing you want is to be labelled as a stereotypical “sales person”.But when your prospects don’t give you enough information in your initial conversation, you begin educating them and fall into “free consulting” m...
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27:55
How to Become Problem-Centric in Your Approach - Stump The Guru
Your prospect won’t allow you into their world unless they perceive you as being selfless in your intentions.But unless your advisory practice is a non-profit entity, being selfless in your intentions is completely at odds with your need...
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23:58
Does Being Too Friendly Come With Downsides? - Stump The Guru
Many advisors have been conditioned to believe that their prospects must like them first before they’re willing to become a paying client.If you eavesdropped inside a typical initial conversationbetween an advisor and their prospe...
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29:33
How To Know If You're Being Shopped?- Stump The Guru
When there is an abundant supply of advisors in your local market, it becomes harder for you to differentiate yourself. As a result, it’s easy to let your guard down and adjust your fees downward (or add more pre-sale “meetings” to your sales p...
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19:06
How Can You Recover Lost Prospective Clients? - Stump The Guru
The life blood of your practice depends on you bringing in new paying clients, consistently. So, why is it that so many of your new client opportunities end up disappearing on you?You’ve done everything “by the book”. You’ve built a rela...
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23:38
Why You Should Stop Building Relationships With Your Prospects - Stump The Guru
Are you overcompensating by going heavy on relationship-building in your sales process?Building deep trust with your prospects in your sales process does not require you to build a relationship with them.That's a BOMB in the entir...
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23:44
Discover Why The Sale Is Lost At The Beginning, And Not The End - Stump The Guru
Let me be blunt ... The number one goal is not to promote your product, brand or solution – but rather focus in on, and understand the problem your prospect is trying to solve. It is only then, when you have demonstrated your genuine conc...
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28:36
How To Avoid Falling Into The Black Hole Of Chasing Prospects - Stump The Guru
You’re coming to the end of an initial conversation with a potential new client, and everything seems to be going well.You’ve invested time with them to understand their issues and provided information and education to address their need...
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27:51
Learn How To Recognize A “Smoke Screen” From Your Prospect - Stump The Guru
Are you tired of chasing prospects who seem interested in what you're offering, only to end up going silent or ghosting you altogether? It's a frustrating experience that can leave you feeling burnt out and disheartened.But here's the th...
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23:49
How To Reengage A “Lost” Sale - Stump The Guru
The life blood of your business is your ability to bring in new clients, consistently.Why is it that so many new client opportunities end up disappearing?You’ve done everything “by the book.” You’ve built a relationship, provided ...
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31:28
How To Prevent Your Prospects From Ghosting You- Stump The Guru
What could be worse than having a qualified prospect slip through your fingers and vanish?You did everything right in the initial conversation.You were friendly, gave them great information, and you didn’t pressure them to move fo...
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29:33
How To Get To The Truth Of Whether You Are A Fit Or Not? - Stump The Guru
It's commonly accepted in the sales world that chasing prospects is an essential part of the game. However, this approach is rooted in a macho sales image that suggests that giving up on a prospect is equivalent to admitting defeat and failure....
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27:08
How Not To Have To Defend Yourself Or Your Offer - Stump The Guru
With typical traditional selling, when you get an objection, you’re supposed to overcome it. We’re taught that by all the gurus.The problem with that is if they’re giving you an objection that they believe is true and you try to overcome...
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25:49
How To Diffuse Your Prospects Objections - Stump The Guru
You’ve probably heard this over and over: “If you hear an objection, immediately overcome it and move towards making the sale.” That’s a very one-sided approach to a moment that could get really awkward quickly. Objections are chall...
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38:10