<p>In this episode of <em>Sales Talk for CEOs</em>, Alice Heiman sits down with trust‑selling pioneer Ari Galper to reveal why traditional sales techniques are failing in today’s climate and what <a href="https://aliceheiman.com/how-ceos-can-speed-up-sales/">CEOs, Founders, and Sales Leaders must do instead</a>. Ari argues that trust isn’t a byproduct of selling; it’s the <em>core</em> of it.</p><p>Actionable takeaways for leaders:</p><ul><li>Train your team to <a href="https://aliceheiman.com/what-you-need-to-know-about-asking-questions/">lead with questions</a>, listen until they share the full context of their problem.<br /><br /></li><li>Replace “follow up” emails with “feedback” outreach.<br /><br /></li><li>Always end meetings by scheduling the next appointment, <a href="https://aliceheiman.com/how-to-create-a-mutual-action-plan-map/">don’t leave it to chance</a>.<br /><br /></li></ul><p>Ari’s insights build on a theme we’ve heard from several standout guests, trust isn’t just part of the sales process; it <em>is</em> the process. If you found this episode valuable, you’ll also want to hear how other CEOs and experts are scaling by leading with trust:</p><p>👉<a href="https://aliceheiman.com/relationships-before-revenue-barb-betts-system-to-scale-sales-through-trust/"> Barb Betts’ system to scale sales through trust</a></p><p>👉<a href="https://aliceheiman.com/scaling-your-business-with-trusted-partnerships/"> How to scale with trusted partnerships</a></p><p>👉<a href="https://aliceheiman.com/relationships-over-sales-pitches/"> Why relationships win over sales pitches</a></p><p><br />Connect with Ari and Alice below to learn how to transform your sales model into one built on clarity, empathy, and trust.</p><p><b><br /></b>Rapid‑Fire Picks</p><p>Book: <a href="https://www.perrymarshall.com/8020-book/"><em>80/20 Sales & Marketing</em></a> by <em>Perry Marshall</em></p><p>Podcast: <a href="https://stevenbartlett.com/doac/"><em>The Diary of a CEO</em></a> </p><p>Advice for CEOs to Win Today’s Market: Shift from being the “pharmacist” handing out pills to being the “doctor” diagnosing pain and eliminate any sales behavior that feels salesy or forced.</p><p><br />Connect With<br />Ari Galpert: <a href="https://www.linkedin.com/in/arigalper/">LinkedIn</a> | <a href="https://arigalper.com/">Website</a></p><p>Alice Heiman:<a href="https://www.linkedin.com/in/aliceheiman"> LinkedIn</a> | <a href="http://www.aliceheiman.com">Website<b><br /></b></a><br /></p>