Building Trust in 7 Seconds

In the intricate dance of sales, establishing trust is like walking a tightrope. The challenge? 

Prospects are often guarded, and wary of sales pitches. But what if there’s a subtle, psychological technique to swiftly build that trust? It’s about setting a frame that disarms and engages without triggering resistance.

🔄 The Disarming Frame: A Subtle Approach

Use of Pauses and Stutters: Intentionally incorporating stutters and pauses in your conversation can disarm your prospect. It creates an impression of genuineness and spontaneity.

Neutral Language: Words like “might” and phrases like “see if we can actually help” maintain neutrality. This approach doesn’t push but rather, gently invites the prospect to explore possibilities with you.

📝 Script Breakdown: Neutral Language in Action

Initial Conversation: “Okay, so the first part of… of… uh… the conversation is really more for us… to find out kinda what you have in place now as far as, like assets… and how you’re protecting those… ? Um… compared to what you might be looking for… just so we can kind of see what that gap… looks like… to see if we can actually help…”

Impact: Indicates that you’re seeking to understand their needs, not just make a sale.

Conclusion: “…and, towards the end of the conversation if… you know… if… you guys feel that it might be what you’re looking for… we can talk about possible next steps. Would that help you?”

Impact: Gives control to the prospect, making them feel comfortable and unpressured.

🎙️ Delivery Tips: The Tone Matters

Keep Talking Speed Calm and Slow: A relaxed pace of speaking aids in creating a comfortable environment.

Avoid Assumptive Language: Phrases like “I know we can help you” can trigger sales resistance.

Conclusion: Fostering Trust Through Careful Communication

In sales, how you say something can be as important as what you say. By employing a disarming frame, characterized by neutral language and a genuine, unassuming approach, you can quickly build trust with your prospects. This strategy isn't about manipulation; it's about creating a space where prospects feel heard, understood, and comfortable. Implement this approach in your interactions and observe as prospects become more open, engaged, and trusting. Remember, the goal is not just to sell but to connect and solve genuinely.