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What if I told you that you already have a superpower? It’s not flashy or loud, but it’s one of the most powerful abilities you can develop in sales. It’s the ability to create instant trust.
Trust isn’t something that takes weeks or months to build.
It can happen in a single moment. That moment when your prospect feels, “This person gets me. They’re not here to sell me something, I can relax.”
The truth is, most people don’t trust salespeople.
They’ve been burned by pushy tactics, false promises, and conversations that feel more like interrogations than genuine connections. But here’s the good news.
You don’t need to convince anyone to trust you. You just need to create the conditions where trust naturally happens.
How do you do that?
It starts with letting go of your agenda.
When you enter a conversation focused on closing the sale, your prospect can feel it.
It creates pressure, and pressure kills trust. Instead, focus on understanding their world.
Ask questions that show you care about their challenges, not just your solution.
For example, instead of saying, “Let me tell you how we can help,” try asking, “Would you be open to sharing what’s been the hardest part of this for you so far?”.
Then, listen. Really listen.
Not just to their words, but to the emotions behind them.
Another way to activate your trust superpower is to be vulnerable.
Most salespeople put on a suit of armor to protect themselves from rejection.
But when you’re willing to drop the armor and be real, it creates a powerful connection.
You might say something like, “I’m not sure if this is a fit for you yet, but I’d love to explore it together and see if it makes sense.”
This kind of honesty is rare in sales.
And because it’s rare, it stands out. It makes people feel safe.
And when people feel safe, they open up.
Your superpower isn’t about being the smartest person in the room or having the perfect pitch.
It’s about creating a space where your prospect feels understood, respected, and free to tell you the truth.
When you master this, you’re not just selling, you’re transforming the way people experience you. And that’s a superpower worth unlocking.
Related: The Hidden Power of Silence in Sales Conversations
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.