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Here’s something most advisors don’t talk about in their sales process: the unspoken agreements that shape every conversation.
These are the subtle, often invisible understandings that determine how your prospect perceives you, how they feel about the interaction, and ultimately, whether they trust you enough to move forward.
Unspoken agreements aren’t formal contracts.
They’re the emotional and psychological cues that set the tone for your relationship.
For example, when you show up to a conversation fully present and genuinely curious, you’re creating an unspoken agreement that says, “I’m here to listen, not to sell.”
When you respect their time and don’t push for a decision, you’re saying, “I value your process and won’t rush you.”
The challenge is, most people aren’t aware of these agreements.
They focus on what they’re saying, not realizing that their tone, body language, and even the way they respond to objections are creating unspoken messages.
And if those messages don’t align with trust, prospects will feel it, even if they can’t articulate why.
So, how do you consciously create unspoken agreements that build trust?
First, start with your intention.
Before every conversation, ask yourself, “What do I want my prospect to feel by the end of this call?” If your goal is to make them feel safe, respected, and understood, that intention will naturally guide your behavior.
Second, pay attention to your energy.
Are you coming across as calm and grounded, or anxious and eager? Your energy sets the emotional tone of the conversation, and people pick up on it instantly.
Third, listen for their unspoken agreements.
What are they signaling through their words, tone, and pauses? Are they asking for reassurance, clarity, or space? When you tune into these cues, you can respond in a way that aligns with their needs, strengthening the trust between you.
Finally, reflect on the agreements you’re creating.
After each conversation, take a moment to ask yourself, “What unspoken messages did I send? Did they align with the trust I want to build?” This simple practice will help you become more intentional and effective over time.
Unspoken agreements are the foundation of trust-based selling.
They’re what make your prospect feel, “This person gets me. I can trust them.”
And when trust is present, the rest takes care of itself.
Related: Slow-Motion Selling: How To Take Control of Your Calls Without Pressure
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.