What if the reason your audience is not buying is not because they do not trust you or your offer, but because they do not yet trust themselves? In this episode of THE Capital CEO, Jen Conkey sits down with Eli Wilde, Founder of Wilde Influence and longtime sales and influence expert, to unpack what actually moves people from listening to deciding. After years as a top salesperson and corporate trainer for Tony Robbins and his companies, Eli has spent decades studying what creates trust, belief, connection, and action in high-stakes conversations. Jen and Eli explore what one-to-many selling really requires. Eli explains why every seminar, webinar, ad, VSL, social post, and stage talk is a presentation, and why the audience is never simply receiving your message. They are filtering it through their own experiences, beliefs, fears, values, and expectations. That means influence is not just about saying the right words. It is about understanding the internal experience your audience is having while you speak. At the center of the conversation is Eli’s Trust Trinity framework. People need to trust the speaker, trust the process or offer, and trust themselves. That third layer is where many presentations fail. Even with a strong offer and an impressive expert, people may still hesitate if they do not believe they can succeed with what is being offered. Eli also breaks down his “Build the Buyer” approach, the role of stories and reframes, the difference between logical and emotional buyers, and why the best presentations are designed around specific beliefs and outcomes rather than a script alone. He shares what he learned from studying Tony Robbins for years, why preparation matters, what should be rehearsed, and why authenticity becomes even more valuable in a world flooded with AI-generated content. KEY TOPICS • Why one-to-many selling is a communication skill, not just a stage skill • Why every webinar, ad, VSL, social post, and live event is a presentation • How audiences filter your message through their own past experiences • The difference between forceful selling and collapsing under pressure • Why connection has to come before conversion • Eli’s Trust Trinity framework: trust the speaker, trust the offer, trust yourself • Why prospects can trust you and still not believe they can get the result • The “Build the Buyer” approach to shaping beliefs before making the offer • How stories, metaphors, reframes, and questions influence decisions • Balancing emotional and logical reasons to buy • Why belief drives thoughts, feelings, decisions, and actions • How to use a presentation to create certainty without sounding manipulative • What Eli learned from decades of studying Tony Robbins’ communication • Why great presenters rehearse key transitions but stay focused on outcomes • Treating a presentation like a valuable business asset • Why authenticity and real trust matter even more during the AI-driven “trust recession” • The role of preparation, repetition, and feedback in becoming a stronger communicator ABOUT ELI WILDE Eli Wilde is the Founder of Wilde Influence, where his work focuses on sales, communication, impact, and influence. He spent years as a top salesperson and top-performing corporate trainer for Tony Robbins and his companies. According to his official site, Eli has coached more than 100,000 people and has been a keynote speaker at more than 3,400 seminars. His teaching centers on authentic influence, trust, storytelling, belief, and communication that helps people make confident decisions. CONNECT WITH ELI WILDE Website: https://wildeinfluence.com/ Facebook: https://www.facebook.com/wildeinfluence/ Instagram: https://www.instagram.com/eliwilde_sales YouTube: https://www.youtube.com/@eliwilde858 LinkedIn: https://www.linkedin.com/in/eli-wilde-459a182 Free Resource, Eli’s Top 4 Influence Frames: https://go.wildeinfluence.com/resource-access #TheCapitalCEO #EliWilde #Sales #Influence #Communication