Matt Ryder argues sales reps waste time asking for trust before earning it. Prospects want concrete evidence, specific case studies, and sharp questions. Trust comes from demonstrating competence in the conversation, not from hype or promises.
Most sales reps ask for trust before they've actually done the work to earn it. They say things like, just trust me, this works. We're different. Like prospects don't give a shit. They want evidence, specific examples, a clear process. They simply just want proof. And a rep that asks you sharp questions, trust is earned through competence and leadership in the conversation, not through hype or setting some bullshit frame and agenda about being on the same status. Like all that stuff is borderline ridiculous. If you need to say trust me, or you think the whole thing is about building a status, chances are you're never gonna build the trust with them anyway. So you might as well just give up and die.
