How to Build Trust and Sell More with Reflective Listening with Matt Detjen
Welcome to Building Your Sales Engine — the podcast where sales leaders and professionals come to sharpen their skills, challenge their thinking, and build a sales process that scales.
In Episode 32, host Mark McGraw sits down with Matt Detjen, author of REFLECT: The Art of Powerful Sales Communication, to explore how reflective listening changes the game in sales conversations. Matt unpacks his “bucket” analogy for emotional discovery, challenges the myth of rapport through small talk, and shows how trust and insight go hand in hand.
As Matt puts it, “You’re not building rapport just because you both like fishing.” It’s about tossing back what you heard—not parroting, but reflecting with intention. This conversation gets into the psychology behind decision-making, the root of resistance in buyers, and how sellers can shift from being performers to partners.
What You’ll Learn:
• Why reflective listening is more than just active listening
• The dangers of fake rapport and how to build real trust
• How to use simplicity, math, and storytelling to clarify your message
• Why emotional intelligence is a sales superpower
If you’re looking to build deeper client relationships, ask better questions, and drive results through connection—not pressure—this episode is a must-listen.
🎧 Full show notes, quotes, and transcript: [Insert link here]
📘 Grab Matt’s book: https://www.amazon.com/REFLECT-Art-Powerful-Sales-Communication/dp/B0DG3QYRYS
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/
