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November 2, 2025
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Good morning! In today’s issue, we’ll dig into the all of the latest moves and highlight what they mean for you right now. Along the way, you’ll find insights you can put to work immediately
— Ryan Rincon, Founder at The Wealth Wagon Inc.
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Today’s Post
🤝 Building Rapport and Trust with Prospects: The Real Currency of Sales
Let’s face it — nobody likes being sold to.
But everyone likes buying from someone they trust.
That’s the secret most salespeople overlook. The best closers aren’t just great talkers; they’re great connectors. They make people feel understood, not pressured. They sell with trust first and pitch second.
And in a world where buyers do more research than ever before, trust is no longer a “soft skill” — it’s your biggest competitive edge.
Why Trust Beats Tactics
Modern buyers can spot a sales pitch a mile away. They’ve seen every demo, heard every “limited-time offer,” and read every review online before you even show up.
So what separates one salesperson from another? Credibility and connection.
A study by LinkedIn found that 88% of top-performing reps say building trust is the single biggest factor in winning deals. Why? Because when buyers trust you, they:
Share honest information (so you can actually help them).
Involve you earlier in decision-making.
See you as a partner, not a peddler.
In short: trust shortens cycles, raises deal sizes, and turns customers into advocates.
The 3 Phases of Building Trust
Let’s break this down into something actionable.
1️⃣ The First 5 Minutes: Human Connection
The first few minutes of any conversation decide whether your prospect tunes in or tunes out. So ditch the “sales persona” and just be human.
Here’s how:
Find common ground. “You’re in Austin? I was just there for a conference—hotter than sales targets in Q4.”
Mirror their energy. If they’re relaxed, match it. If they’re high-energy, rise to it.
Use curiosity. Ask questions that show genuine interest in their world, not just their wallet.
Pro tip: People trust those who make them feel seen and safe.
2️⃣ The Middle: Credibility Through Value
Once you’ve built a personal connection, you need to prove your expertise — without sounding like a show-off.
Try these credibility builders:
Tell mini success stories. “One of our clients had a similar issue with lead quality — here’s how we solved it…”
Use social proof. Reference relevant companies or industries you’ve helped.
Educate, don’t pitch. Share an insight that helps them think differently about their problem.
For example: “A lot of companies think they need more leads, but in our experience, most already have enough — they just need better qualification systems.”
That line alone positions you as a guide, not a salesperson.
3️⃣ The Close: Consistency and Follow-Through
Trust isn’t built in a single call — it’s reinforced by your actions after it.
Here’s what makes the difference:
Do what you say you’ll do. If you promise a follow-up email or a resource, send it. Fast.
Be transparent. If your product isn’t the right fit, say so. People remember honesty more than a forced sale.
Stay consistent. Don’t change your tone between discovery and close — authenticity builds comfort.
Buyers will forget half your pitch, but they’ll never forget how you made them feel.
4 Fast Rapport Tricks That Actually Work
The “Name Echo” Trick
Use their name naturally a few times in conversation. It signals respect and attentiveness.
“That’s a great point, Sarah. Let’s dig into that…”Match Their Communication Style
If they’re data-driven → share metrics.
If they’re story-driven → share narratives.
If they’re brief → get to the point.
Share Small Wins or Failures
Vulnerability builds trust. “Honestly, we tried that approach with another client and learned the hard way it didn’t work.”Ask Permission Before Pushing
Example: “Would it be okay if I showed you how another company solved this?”
This flips the dynamic — you’re collaborating, not convincing.
What NOT to Do
❌ Overpromise. Nothing kills trust faster than unmet expectations.
❌ Fake rapport. Buyers can tell when you’re pretending to care.
❌ Rush the process. Trust takes time. Slow down to speed up.
A Simple Trust-Building Framework: The “3 Cs”
Care: Show genuine interest in their success.
Competence: Back it up with real insight and results.
Consistency: Deliver every time.
If you can consistently show all three, trust stops being a goal and becomes your reputation.
Final Thoughts
Sales isn’t about tricking someone into saying “yes.” It’s about helping them feel confident choosing you.
Building rapport and trust isn’t the soft side of sales — it’s the smart side.
Because people might forget your product, your price, or even your pitch —
but they’ll always remember how you made them feel when they were deciding.
So, the next time you get on a call, take a deep breath and start like this:
“Before we dive in, I’d love to learn more about what matters most to you right now.”
That’s how you start turning conversations into customers — one trusted connection at a time.
The Wealth Wagon’s Other Newsletters:
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The AI Wagon – AI trends, tools, and insights – Subscribe
The Economic Wagon – Global markets and policy shifts – Subscribe
The Financial Wagon – Personal finance made simple – Subscribe
The Investment Wagon – Smart investing strategies – Subscribe
The Marketing Wagon – Growth and brand tactics – Subscribe
The Sales Wagon – Selling made strategic – Subscribe
The Startup Wagon – Build, scale, and grow – Subscribe
The Tech Wagon – Latest in tech and innovation – Subscribe
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That’s All For Today
I hope you enjoyed today’s issue of The Wealth Wagon. If you have any questions regarding today’s issue or future issues feel free to reply to this email and we will get back to you as soon as possible. Come back tomorrow for another great post. I hope to see you. 🤙
— Ryan Rincon, CEO and Founder at The Wealth Wagon Inc.
Disclaimer: This newsletter is for informational and educational purposes only and reflects the opinions of its editors and contributors. The content provided, including but not limited to real estate tips, stock market insights, business marketing strategies, and startup advice, is shared for general guidance and does not constitute financial, investment, real estate, legal, or business advice. We do not guarantee the accuracy, completeness, or reliability of any information provided. Past performance is not indicative of future results. All investment, real estate, and business decisions involve inherent risks, and readers are encouraged to perform their own due diligence and consult with qualified professionals before taking any action. This newsletter does not establish a fiduciary, advisory, or professional relationship between the publishers and readers.