08 June 2025
Trust in seconds: The ultimate prospecting skill
Trust isn’t built overnight, but it can start in seconds with the right approach.
How to create instant trust
- Be transparent. Say, “I’m here to see if this could be helpful for you. If not, no problem.”
- Start with their interests. Lead with, “Tell me what’s most important to you.”
- Match their communication style. Speak their language—literally and figuratively.
Why empathy wins
A prospect once told me, “I’ve dealt with too many pushy salespeople.” I replied, “That sounds frustrating. Let me make this simple and pressure-free for you.” They visibly relaxed, and we had a productive conversation.
Humour
Trust-building is like a diet—easy to start, hard to stick to, but worth it.
I asked a prospect to trust me. They said, “Sure, as far as I can throw you.” I replied, “Fair enough.”
I build trust by being myself. Works every time, except when I tell bad jokes.
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