A high level of trust improves business relationships, negotiation outcomes & almost everything in a selling situation. When you’re trusted, others have confidence in how you will act, faith that you’re telling the truth and belief you will do the right thing.
Trust enables openness, meaning you can ask about underlying needs and dig below the obvious “what” someone is asking for and explore “why” it matters to them.
In contrast, an absence of trust leads to closing down, holding back and treating a sales situation like just another transaction, setting the scene for a discussion about price rather than value.
Trust clears the way for action, but doubt encourages delay, uncertainty and reluctance. Others are more likely to choose you, your solution, your business and your recommendation when they trust you, than when they don’t.
Sounds great, so why not just be trusted all the time? The trick is you’re not trustworthy just because you say you are; it’s up to others to decide if they trust you. And goes both ways, so you need to give a little to get a little in return. It’s hard to be seen as the trusted advisor of a client you don’t believe in return.
Rachel Botsman researches the issue of trust. Her TED talk from last year on the way trust is changing is interesting viewing when you have the 20 mins to invest.
Earning a higher position of trust in the eyes of others is like a game of snakes and ladders. Each step up the ladder is a deliberate move to get to the level you want. It’s hard work to climb higher, and one slip could have you riding a snake back to where you started.
What can you do at your next important meeting or call to climb the trust ladder? Is there trust you can give, so you can get some in return?
How can your actions build confidence in others and make them feel comfortable that you’ll do the right thing by them this time, and next time as well?
Being dependable and predictable may be a little boring, but it’s good if you want people to believe in you, in what you say and in how you’ll act when they need you most.
STRATEGY CAPABILITY COACHING 