Paper Napkin Wisdom - Podcast And Blog For Entrepreneurs, Leaders And Difference-makers

In Episode 246 of Paper Napkin Wisdom, Govindh Jayaraman sits down with Ari Galper, the world’s leading authority on trust-based selling and the creator of the revolutionary “One Call Sale” method. With over 25 years of experience, Ari has completely flipped the traditional sales script. His approach isn’t about pressure, persuasion, or playing games—it’s about trust, truth, and transformation.  Ari’s method is especially relevant for high-trust, low-volume, high-margin businesses where chasing leads and long sales cycles create drag. His model is designed to remove the friction of multiple meetings and speed up decision-making—without sacrificing relationship or integrity. And he sketches it all out on a paper napkin with just four words and a powerful philosophy.  “The sale is lost not because you didn’t ‘close’ well… but because trust wasn’t built fast enough.”  The Four-Step Framework on Ari’s Napkin  At first glance, Ari’s napkin looks simple:  Dr.-Patient Mindset  Go Down the Iceberg  Show Your