TRP 352: The Trust Recession: How to Grow Your Practice with Trust-Based Selling with Ari Galper

Every two weeks, the business development tactics top lawyers use are free at therainmakingmagazine.com

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He was on the best sales call of his life. An hour in — love fest, no resistance, everyone a decision maker. Then he accidentally hit mute instead of hang up. And heard the truth.

“We’re not going to go with him. Keep using him for more information and make sure we shop someplace else cheaper.”

That moment launched Ari Galper’s entire philosophy — and it’s why he’s now recognized as the global authority on trust-based selling.

Ari Galper is the author of seven best-selling books including Trust In A Split Second and Unlock The Sales Game, featured in Forbes, Fast Company, and CEO Magazine, and creator of the One Call Sale framework. In this episode, he returns to the Rainmaking Podcast to break down the trust recession, the doctor-patient model, and the exact language that collapses a long sales cycle into a single honest conversation.

What you’ll learn:

The full story of the mute button moment that changed everything about how Ari thinks about business development

What the Trust Recession is — and why your prospects are shopping you as a commodity right now

Why “hopium” is the most dangerous drug in professional services — and how to detox from it

The doctor-patient mental construct: how to stop selling and start diagnosing

Why rapport-building before trust is built is actually working against you