Why Prospects Ghost You and How to Make Them Trust You Ari Galper

Guest: Ari Galper, an EO Sydney member since 2025 and global authority on trust-based selling. Host: Linh Podetti, an EO Sydney member since 2022 and founder of Outsourcing Angel. Why do promising prospects suddenly ghost you, delay their decision or tell you what you want to hear? Trust-based selling expert Ari Galper joins Linh Podetti on the EO Business Podcast to explain why traditional sales techniques often create resistance, and how entrepreneurs can generate more trust without chasing, pressuring or manipulating prospects. Ari’s approach began after a sales call that appeared to go perfectly. The prospects loved his presentation and promised to follow up. But after accidentally pressing mute instead of ending the call, Ari heard what they really thought: they had no intention of buying and planned to keep using him for information. That experience changed the direction of his career. 📘 Get Ari’s book, *Trust in a Split Second*:https://trustbook.com 🎭 Ari’s Comedy Show: https://unlockthegame.box.com/s/y2mwrylfp4vg1bu45t24btzssy0ebsfa About Ari Ari Galper is a global authority on trust-based selling, the author of seven best-selling books and a sought-after international speaker and sales growth advisor. After accidentally overhearing a potential client admit they had misled him, Ari transformed his approach from chasing sales to building deep trust. Over the past two decades, he has developed frameworks including the “One Call Sale” to help entrepreneurs and sales teams shorten sales cycles, stop chasing unqualified leads and create stronger, more trusted client relationships. Connect with Ari Website: www.AriGalper.com LinkedIn: https://www.linkedin.com/in/arigalper CHAPTERS 0:00 Welcome and introduction 0:40 The sales call that changed Ari’s career 4:19 Why prospects hide the real problem 5:54 Turning knowledge into a profitable business 0:46 What an authority-building book should contain 1:55 Scaling by replicating—not replacing—the founder 5:00 Australian versus American buyers 6:24 Why some buyers make decisions faster 7:16 The hidden sales culture inside every business 8:54 Why founders struggle to replicate themselves 1:16 Building leverage through one-to-many activities 2:49 Ari’s experience joining EO Sydney 4:15 The personal breakthrough Ari experienced through EO 5:46 Ari’s definition of success 9:23 What Ari wants to be remembered for 0:05 The difference between being liked and trusted 1:29 Trust in a Split Second 2:00 Final thoughts #TrustBasedSelling #SalesTraining #Entrepreneurship -------------------- ABOUT EO Entrepreneur's Organization (EO) is a global business network of 18,000 + influential business owners in over 220 chapters across 76 countries. We offer world-class events that encompass engaging entrepreneur and business stories, skills-specific workshops, and exciting social gatherings. Our mission is to drive both business and personal growth through peer-to-peer learning, providing support for the holistic entrepreneur experience covering business, family, community, and personal aspects. As a not-for-profit organization, all our funds directly contribute to member benefits. If you're a business owner with revenues ranging from US$250k to US$1m, you can join our Accelerator Program. If your revenues exceed US$1m, you can join the main EO Program in your nearest local chapter. To join or find out more about your nearest chapter, visit https://www.eonetwork.org/why-join/apply-for-membership-form. For further information, please contact: Podcast Host Linh Podetti: linh@outsourcingangel.com.au General Inquiries: support@eonetwork.org.au EO Sydney: www.eosydney.com.au EO Global: https://hub.eonetwork.org/ EO Youtube https://www.youtube.com/@EntrepreneursOrganization -------------------- ABOUT THE HOST Linh Podetti is the CEO and Founder of Outsourcing Angel, a Sydney-based company that helps to create jobs for people in the Philippines while creating freedom for business owners around the world. Outsourcing Angel provides Systemise & Scale Up Services as well as Recruitment of Virtual Assistants to help business owners grow a business that doesn't rely on them. Linh has been an active member of EO Sydney since June 2022, and she actively seeks out opportunities to promote and uplift fellow entrepreneurs. Business Website: www.outsourcingangel.com Personal Website: https://www.linhpodetti.com YouTube: https://www.youtube.com/@360degreesuccesslife Linkedin: https://www.linkedin.com/in/linhpodetti/ Instagram: https://www.instagram.com/linh.podetti/🎭