Seller Trust Index Diagnostic

You learned the power of trust in the client conversation. Now see how your own behaviors stack up.

The same framework Jeff used on stage, pointed at your conversations. We score fourteen trust behaviors, rank them strongest to weakest, show you where trust held and where it slipped, then send you the report.

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Prepared for PNC, following Jeff Bloomfield's keynote

Not Another Activity Report

Your CRM tells you what happened. This tells you why it cost you the relationship.

You already have talk ratios and question counts. Those describe activity. None of them tell you whether trust held at the moment the client pushed back, which is where deals are actually decided.

What you have today

Activity measurement

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Talk-to-listen ratio, monologue length, question count
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Keyword and competitor mention tracking
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Deal risk flags based on activity and engagement volume
·
Tells you a rep talked 68% of the call, not why they couldn't stop

What the Trust Index adds

Behavioral diagnosis

14 trust behaviors scored across four domains: Connection, Regulation, Insight, Activation
The specific pressure moments isolated, with what the seller did in the seconds after
A named default pattern the seller falls back on when the conversation tightens
Every score anchored to peer-reviewed neuroscience, so it holds up in a coaching conversation

No platform on the market outputs a line like "Primary default: Professor. Under pressure, responds to disengagement with more content." That's a diagnosis. Everything else is a transcript with statistics on top.

What You Get

This is the report, not a description of it.

Three excerpts from an actual Seller Trust Index Diagnostic Report, scored against the NeuroSelling® framework. Names and identifying details anonymized.

Behavior Target Profile Report page 3

ConnectionCreates safety, credibility, client focus

6.3

RegulationStays composed and present under pressure

6.0

InsightResists pitching, understands the client's world

5.6

ActivationConnects value to problem, secures commitment

6.0

The orange marker is the Trusted Advisor floor at 7.0. Each domain is scored on its own, so strength in one never masks a gap in another.

What a leader does with this: Insight is the lowest domain, so this seller's problem is not rapport or composure. It is discipline before the pitch.

Performance Under Pressure Scorecard Report pages 4 – 5

Trust Activation

Pressure Capable

What we saw

Opened with a vivid, authentic personal story that established common ground before any business talk began.

Pitch Resistance

Inconsistent

Moved into the methodology and proof points early, then stayed in presentation mode for much of the call. The weakest single behavior.

Breakpoint

Let me just show you the dashboard real quick, I think you'll love it.

Problem Development

Functional

The client volunteered real problems, including past vendor failures and hiring urgency. None were explored, validated, or quantified with a follow-up question.

Breakpoint

Got it, so it's a process gap. Anyway, here's what our platform does.

Every behavior carries its evidence. Each score is tied to the exact moment on the call, so the coaching conversation starts from what was said, not from an opinion about how the call felt.

Default Patterns Detected Report page 6

Professor

Primary default

Over-educates and creates cognitive overload. When the client's interest visibly dipped, the answer was more content rather than a question, so the conversation grew dense with seller material and crowded out the space she needed to surface her own problem.

Under pressure Responds to challenge or disengagement with more content: more features, more case studies, more data.

The coaching move Say one thing, then check what landed before adding the next.

This is the part frontline leaders use on Monday. A named pattern gives a manager language for a one-on-one that a score alone never does.

The full report includes all 14 behaviors and the training recommendations mapped to each gap.

Download the full sample report

Your Trust Index Report

Get in touch, and we’ll set up your diagnostic.

Tell us about your role. We take it from there and make the setup effortless.

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Prefer email? Reach us at Zach.Strauss@BraintrustGrowth.com. Every engagement is backed by a performance guarantee.

Get in touch and see how you perform under pressure.

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