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Have you ever noticed how some conversations linger in your mind long after they’ve ended? It’s not because of flashy words or clever tactics.
It’s because something resonated deeply, something felt real, aligned, and true.
That’s the power of what I call the “Trust Echo.”
The Trust Echo is the ripple effect of a conversation built on authenticity and alignment.
It’s when your words don’t just land - they stay.
They echo in your prospect’s mind, not because you pushed them to remember, but because you created a moment of clarity and connection that they can’t ignore.
Here’s the thing: most sales conversations are forgettable.
Why? Because they’re focused on the wrong things - features, benefits, pitches.
But when you shift the focus to creating an emotional resonance, you’re no longer just another voice in the noise.
You become the voice they trust.
So, how do you create a Trust Echo?
Speak Their Truth, Not Yours
Most people try to impress prospects with their expertise.
But the real magic happens when you reflect their reality back to them.
For example, instead of saying, “Here’s how we can help,” try, “It sounds like you’re concerned about [insert their exact words]. Is that right?”.
When they hear their own truth spoken aloud, it creates a powerful moment of alignment.
The right question can linger far longer than any pitch.
Instead of asking, “What do you think about this solution?” try, “What would it mean for you if this issue was finally resolved?”.
Questions like this don’t just engage their mind, they engage their emotions, creating a deeper connection.
Silence isn’t empty, it’s where the echoes begin.
After you’ve shared an insight or asked a meaningful question, resist the urge to fill the silence.
Let them sit with it. That pause is where trust grows, where your words start to resonate.
Most sales conversations end with a push: “Are you ready to move forward?”.
But the Trust Echo thrives on freedom. Instead, try, “If this feels like something worth addressing, I’m happy to discuss this further with you.”
This leaves them with a sense of safety and control, which amplifies trust.
The Trust Echo isn’t about being memorable for the sake of it.
It’s about creating a connection so genuine, so aligned, that your prospect can’t help but think, “This person really understands me.”
And when that happens, you’re no longer just a salesperson. You’re the trusted guide they’ll come back to, again and again.
Related: Why “Convincing” Is the Fastest Way To Lose a Sale
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.