- The Follow Up
- Posts
- Hacks For Building Trust Quickly
Hacks For Building Trust Quickly
How to build trust with prospects to close deals faster.
Good Morning. Indeed just dropped their "Best Jobs of 2025" list, and Sales Rep landed the #2 spot with a casual $182,487 median salary. To all the haters who said AI would replace us, think again. The sales rep role isn’t going anywhere. 🤑
Build trust quickly ✍️
Feel, felt, found 🗣️
Government IT sales fraud 😯
Sales jobs & a meme 😂
Hacks For Building Trust Quickly
Think about the last time you instantly trusted someone in a sales situation.
Maybe it was a retail worker who told you NOT to buy something. Or a salesperson who admitted their product wasn't the right fit.
These moments stick with us because they're rare. And they tap into something deeper than standard sales techniques that try to manipulate someone into buying something they don’t need.
Today, we're breaking down the science of quickly building trust in sales (and how to do it authentically).
The Three Pillars of Trust
According to leadership expert Mark Sanborn, there are three key elements that create trust in any sales interaction:
1. Rapport (But Not How You Think)
Most sales training tells you to ‘build rapport’ by commenting on someone's background or making small talk.
But here's the real secret…
True rapport comes from one thing: The perception of similarity.
And the easiest & fastest way to create similarity? Having their best interest in mind.
Example: Imagine you’re trying on new running shoes, and just when you think you found the perfect pair, a sales rep walks over and says “Hey, those shoes look awesome, but we’ve been getting a lot of returns because they’re falling apart after a few runs”.
The rep could have sold them to you and made the commission, but instead, they showed they cared more about your best interest than their commission check.
Now every recommendation they make comes with more trust.
2. Logic (The Left Brain Stuff)
No matter how good you are at selling, your prospect still needs clear, rational reasons to make a purchase.
Build logical trust with:
Clear data points & pricing.
Concrete use cases.
Implementation plans
And most importantly, reviews and referrals. Building trust can start before you even meet a prospect when you deliver awesome results for your current customer.
3. Emotion (The Other Half of the Equation)
If you're only using logic, you're missing half the equation.
95% of purchases are made with emotion and then justified with logic.
And the best way to invoke emotions? Storytelling.
Tell stories that feature your past customers going from SAD (before they used your product), to GLAD (after they used your product).
Example: “I had this pro runner come in last week, and he said these new shoes shaved off 30 seconds on every mile. He’d never tried anything like them before.”
The Golden Rule
As Marc emphasizes in his presentation: You can automatically have one thing in common with every single prospect… their best interest.
Do you think you can build trust with a prospect in 1 interaction? |
Accomplish More. Juggle Less.
When you love what you do, it can be easy to take on more — more tasks, more deadlines, more hours – but before you know it, you don’t have time to do what you loved in the beginning. Don’t just do more – do more of what you do best.
BELAY’s flexible staffing solutions leverage industry experience with AI systems to increase productivity without sacrificing quality. You can accomplish more and juggle less with our exceptional U.S.-based Virtual Assistants, Accounting Professionals, and Marketing Assistants. Learn how with our free ebook, Delegate to Elevate, and leave the more to BELAY.