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Picture this. You’re on a call with a prospect, and everything feels rushed.
They’re asking questions, you’re answering, and before you know it, the call is over.
But something feels incomplete.
You didn’t uncover their real problem or create that moment of trust where they truly opened up.
This happens because we’re conditioned to keep the momentum going, thinking speed equals progress.
But speed creates pressure, and pressure kills trust.
What if you could slow the call down, almost like putting it in slow motion, so you could truly connect with your prospect?
Here’s how.
Step 1: Pause Before You Respond
When your prospect speaks, don’t rush to answer.
Take a moment to let their words sink in.
This pause shows you’re listening and gives you time to respond thoughtfully.
For example, if they say, “We’re looking for help with X,” instead of jumping in with, “We can do that,” pause and say, “Tell me more about why that’s important to you right now.”
Step 2: Ask Deeper Questions
Most sales calls focus on fact-finding, but that doesn’t build trust.
Instead, ask questions that help your prospect reflect on their situation.
For example:
“What’s been the biggest challenge for you in solving this so far?”
“How has this issue impacted you personally?”
“What would it mean to finally resolve this?”
These questions slow the conversation down and shift the focus to them.
Step 3: Embrace Silence
Silence is powerful.
When you ask a deep question, resist the urge to fill the silence if they don’t respond immediately.
Let them think and process.
In those quiet moments, trust is built.
Step 4: Reflect Back What You Hear
When your prospect shares something important, reflect it back to them.
For example, if they say, “We’ve been struggling with this for years,” you might respond with, “It sounds like this has been a real source of frustration. Can you tell me more about that?”
This shows you’re listening and helps them feel understood.
Step 5: Let the Call End Naturally
Don’t push for a next step at the end of the call.
Instead, let it end naturally.
You might say, “It sounds like this is something you’re still working through. If you’d like, I’d be happy to explore this further when the timing feels right for you.”
This removes pressure and leaves the door open for them to come back when they’re ready.
When you slow your calls down, you create a different experience for your prospects.
They feel heard, understood, and safe.
And when they feel safe, they’ll naturally take the next step with you.
Related: The Trust Mirage: Why Buyers Say One Thing but Mean Another
Ari Galper is the world’s number one authority on trust-based selling and is the most sought-after high-net worth/lead generation expert for financial advisors. His newest book, “Trust In A Split Second” has become an instant best-seller among financial advisors worldwide – you can get a Free copy of Ari’s book here and, when you click the “YES” button in the order form, you’ll also receive a complimentary “plug up the holes” lead generation consultation. Ari has been featured in CEO Magazine, Forbes, INC Magazine and the Financial Review. He is considered a contrarian in the financial services industry and in his book, everything you learned about selling will be turned upside down. No more chasing, no pressure, no closing.