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EP44 Trust is the Transfer of Confidence
Why You’re the Product Too — And That’s a Good Thing
Andrew Sardone
June 19, 2025
By Andrew Sardone, Host of The AutoKnerd Podcast
▶️ Watch or Listen:
Watch on YouTube or tune in wherever you get your podcasts.
→ [YouTube] | [Spotify] | [Apple Podcasts] | [Podbean]
Don’t miss out on our Saturday Morning OttoShift Tool Drops!
Let’s be honest—most customers don’t walk into a dealership thinking, “Wow, I really hope I get emotionally attached to a stranger today.”
And yet, if you’re in sales, you already know the truth: people don’t buy products.
They buy people.
They buy trust.
And they buy confidence—especially yours.
🧠 Confidence Is Contagious
When a customer meets you for the first time, their brain starts scanning you like antivirus software:
“Does this person feel honest?”
“Do they actually listen?”
“Would I trust them with my money—or my mom’s?”
If the answer is “yes,” you’ve already won half the battle.
Because here’s the neurochemical kicker: your confidence transfers to them.
Literally.
You feel grounded, steady, and certain? Their brain calms down. The sale starts to feel safe. Doable. Real.
If, on the other hand, your tone is shaky and your body language says “desperation”… well, now you’ve got a fear-based buyer who’s going to second-guess everything.
🤝 You’re Not Just the Guide—You’re the Product
We love to believe that people buy based on logic. But in high-involvement purchases like vehicles, emotion does the heavy lifting. What they really want is certainty—and they’ll borrow yours if you offer it.
That’s what we explore in EP44 of the AutoKnerd Podcast:
The idea that your customer is buying you—your professionalism, your energy, your process—just as much as they’re buying a car.
We unpack:
What science says about trust and the human brain
Why oxytocin, posture, and tone matter more than your pitch
How to build “trust equity” that makes you unforgettable
The dangerous handoff moments that kill confidence
What to do when a sale starts to slide sideways
🧰 Use This Script Tomorrow:
“My job isn’t to convince you of anything. My job is to help you make a decision you feel great about.”
That one sentence takes the pressure off them—and positions you as a partner, not a persuader. Try it. It works.
🎧 Otto’s Shift of Prospective
In a world where buyers are armed with Google, guarded by TikTok horror stories, and skeptical of every “limited time offer,” the one thing they’re still craving is a human they can trust.
That human?
Is you.
But only if you show up that way.
📍 Stream the full episode now, and if it hits home—share it with your team, your desk manager, or that new hire who still thinks selling cars is just about specs and price.
Trust me.
Or better yet, become someone they trust.
▶️ Watch or Listen:
Watch on YouTube or tune in wherever you get your podcasts.
→ [YouTube] | [Spotify] | [Apple Podcasts] | [Podbean]
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