What is...

What are trust signals in a sales conversation?

Last updated April 20, 2026

Quick Answer

Trust signals are verbal and nonverbal cues indicating whether a prospect is opening up or closing off during a conversation. Positive signals include leaning in, maintaining eye contact, asking clarifying questions, and sharing specific details about their situation. Negative signals include crossed arms, short responses, clock-watching, and redirecting to generic topics. These signals appear within the first three minutes.

Christy Rexroth

Founder & Strategic Architect

Credentials

BS Business Management, Indiana University Kelley School of Business•Business Excellence Program (Accelerate), Allergan•Fundamentals of Digital Marketing, Google Digital Academy

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