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Imagine this: you’re in a conversation with a prospect.
They’re nodding along, agreeing with everything you’re saying.
They even tell you, “This sounds great! Let’s reconnect next week to finalize things.”
You leave the meeting feeling confident, maybe even excited.
But then… nothing.
No email. No call. No response.
You’ve just experienced what I call the “Trust Mirage.”
It’s that moment when everything looks perfect on the surface, but underneath, there’s hesitation, doubt, or even resistance that was never voiced.
And here’s the kicker, it’s not because your prospect was being dishonest.
It’s because they didn’t feel safe enough to tell you the truth.
This happens more often than you think.
Buyers have been conditioned to protect themselves in sales conversations.
They’ve been burned before, so they put up walls.
They say what they think you want to hear, not what they’re really feeling.
And the result? You’re left chasing shadows, wondering where it all went wrong.
But here’s the truth: the Trust Mirage isn’t a dead end.
It’s a signal that something deeper is at play.
It’s an opportunity to shift the dynamic and create a space where your prospect feels safe enough to be honest.
The key lies in how you approach the conversation.
Instead of focusing on the sale, focus on the truth.
Instead of asking, “Does this sound good to you?” ask, “Is there anything about this that doesn’t sit right with you?”.
Instead of assuming their silence means agreement, invite them to share their concerns by saying, “Would you be open to sharing what your thoughts are in the back of your mind so far.”
When you do this, something remarkable happens.
The walls come down.
The mirage fades. And you’re left with something far more valuable than a polite “yes”, you’re left with the truth.
And the truth is where trust begins.
Related: The Silent Deal Breaker: Why “I’d Like To Think About It” Is Costing You Clients
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.