What if everything you’ve been taught about selling is wrong? The world’s number one authority on trust-based selling, Ari Galper, challenges the traditional numbers game approach to sales. Talking with host Tom Schwab, he shares his belief that we’re living in a trust recession, where prospects are skeptical, sales funnels are broken, and chasing leads only erodes credibility.

Together, they unpack why the old-school funnel fails and introduce a revolutionary alternative - The Sales Cylinder, a system built not on pressure or persuasion, but on diagnosis, respect, and authentic connection. You’ll learn how to stop “following up” and start building trust like a doctor, turning conversations, especially podcast interviews, into powerful trust-building opportunities that attract, not chase, ideal clients.

If you’re a coach, consultant, or service professional ready to sell without selling, this conversation will transform how you think about growth. Forget the funnel. It’s time to build your cylinder.

Timestamps From This Episode:

[02:20] The trust recession explained

[08:03] the doctor-patient analogy, building trust and respect in sales

[12:48] By appointment only sales model to keep prospects engaged and filter real opportunities

[23:32] Dangers of giving advice too soon and staying at the surface-level

[27:59] Scaling trust-based selling with a team

Resources From This Episode:

TheTrustBook.com

AriGalper.com

InterviewValet.com