| |
Tip
of the Month: November 2006
Trust – the glue that binds people
Dear Friends,
How much do your clients trust you? Ask
yourself these questions:
Am I finding
their pain and attempting to solve their problems?
Theyíll trust you more if you are solving their
problems.Am I doing what I say Iím going to
do? Theyíll trust you more if you walk your
talk.Am I genuinely listening versus doing
all the talking? Theyíll trust you more if you tune
into their agenda.Do I care more about
their needs versus my own? Theyíll trust you if you
put their needs first.Am I helping them
more than I am selling them? Theyíll trust you more
if thatís first on your
agenda.
There are
many more questions like this, and not just for
people in sales. If you are a leader of a company,
does your team and employees genuinely trust you?
Not if:
Your agenda
is ahead of the teams and
always changingYou are taking all of
the credit for the company successYou
are blaming your team for your
failingsYou are not allowing your team
to make mistakesYou donít have genuine
care for each and every employeeYou
donít communicate whatís really on your
mindYou are not an authentic
individual
I do a lot of
executive
coaching, and one of the keys is that there is
mutual trust between me and my clients. I do my
share of upfront qualifying homework and never take
on a client that in my estimation isnít willing to
change. Their words may indicate their willingness,
but if I donít trust they mean it, I pass. After
all, one of the keys to getting better is making
difficult changes. For some though, itís too
painful to change. I canít help people who are not
going to make changes. Usually, they have trust
issues. One of the biggest challenges I have is to
get people to see themselves for who they really
are, not their own interpretation. That means they
have to trust me and believe that my only intention
is to help them get better. When this occurs, we
almost always hit the goals we set out to achieve.
When there is trust between people, things
get done faster. Creative opportunities open wide
up, problems get solved, hurdles overcome, issues
resolved, and attacking challenges that your
business is faced with becomes fun and invigorating.
Trust is a key ingredient to momentum. Trust
exterminates all the ìnoiseî served up by the
naysayerís. Trust is the glue that binds people in
working toward a common goal, and when its there,
itís powerful.
|
|
| |
|
|
