How to Build Trust and Sell More with Reflective Listening with Matt Detjen

In this episode of Building Your Sales Engine, Mark McGraw welcomes Matt Detjen—North American Training Manager at Michelin and author of 'REFLECT: The Art of Powerful Sales Communication.' Matt shares the mindset shifts and practical frameworks that help sales professionals move beyond surface-level rapport and into deeper, more effective communication with their clients.

They explore how to build real rapport, the importance of reflective listening, and how to navigate emotional conversations that lead to trust and results. Matt breaks down how better listening unlocks sales opportunities, and why preparation, simplicity, and emotional validation can make or break a deal.

Whether you’re a veteran sales leader or new to the game, this episode offers insightful takeaways you can apply immediately to build stronger client relationships—and drive more sales.

Mentioned in This Episode:

https://www.BuildingYourSalesEngine.com/follow

https://www.Sandler.com

https://www.BuildingYourSalesEngine.com/sandler

https://www.BuildingYourSalesEngine.com/32

https://linktr.ee/buildingyoursalesengine

REFLECT: The Art of Powerful Sales Communication: https://a.co/d/iVfmVCK

https://www.linkedin.com/in/mdetjen/