Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Ari Galper, world-renowned expert in trust-based selling and author of Unlock the Sales Game, about how professionals can remove pressure from the sales process and instead build trust that leads to deeper client relationships and higher conversion rates. Ari shares the origin story behind his sales philosophy and explains that most salespeople unknowingly sabotage deals by focusing too much on outcomes rather than connection. Ari outlines how trust is built not through relationship-building or pitching, but by letting go of the sale, asking better questions, and creating a pressure-free environment where clients feel safe to tell the truth. He introduces powerful trust-based language—like “Where do you think we should go from here?”—that shifts control to the buyer and removes the need for follow-up calls, sales scripts, and chasing. This episode offers a bold, counterintuitive take on selling that empowers professionals to stop persuadin