Trust - The secret of Success in any relationship. This is powerful.

 

“To be trusted is a greater compliment than being loved.”
― George MacDonald


Do you want to close a sale with your client
Do you want a promotion from your boss.
Do you want love from your someone ?

Then the most important thing you need is TRUST.

You need to win the trust of your client, that you will deliver.
You need to win the trust of your boss that you can operate in the next level.
You need to win the trust of your partner of he or she to give you his/her heart.

How do we build trust?


The basic elements of trustworthiness are contained in the Trust Equation. 
Simply stated, the level of trust between you (the trustee) and your client (the truster) is defined by the sum of credibility, reliability, and intimacy divided by your self-orientation.
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I think it is important to note that client does not exclusively mean business. A client can be a friend, family member, student, boss, direct report, or any other person you enter into a trust relationship with

T stands for trustworthiness—how much the buyer/client trusts the seller, or consultant.

C (Words)  stands for credibility—Content expertise and presence (how we look, act, react, etc.) This is the most common trust factor. Most people get this one right.

R (Actions) is reliability—how others perceive the consistency of our actions, and our actions’ connection with our words (integrity).  Its also the unity of thought words and deeds. Increasing reliability takes time. People tend to trust those who they have interacted with regularly.

I (Emotions)is intimacy—how secure or safe the client feels sharing with us.

The lone term in the denominator is Self-Orientation, and it has a double meaning. Partly it’s about selfishness. Are we client-centric for the sake of the client? Or client-centric like a vulture?

But Self-orientation is also about our attention, our focus. Are we listening to do a brain-suck, just to get data to pursue our own hypotheses and ends? Or are we listening to truly hear the client? Are we obsessed by our own desires to succeed or win, and by our insecurities? Or do we truly focus on the client, paying attention to whatever it is that helps them succeed, or makes them insecure? Only the latter builds deep, long-term relationships.

High numerator scores build trust: a high score in self-orientation destroys it. Further, the 3:1 ratio of factors below and above the line is intentional; self-orientation is the strongest factor.

Most of us lead with the first two factors—credibility and reliability. These are quantifiable, and “rational.” Consultants overrate these as the “obvious” virtues—so do clients. Clients aren’t comfortable “confessing” that they have feelings, intuitions, instincts and chemistry. They don’t want to reject someone based on “we just didn’t have a good feeling for you.”
But most humans—including clients—buy from the heart, and justify it from the head. That means the Intimacy and the Self-Orientation factors are very powerful in buying.

Rational thinking (including C and R) are about defining benefits and payoffs. But any expected value must be discounted by the client’s confidence that they’ll get the results promised. The I and S factors speak to this. Can I collaborate and be honest with this person—and he with me? Does she actually care about me and my company, or are we just means to her ends? The I and S factors in the trust equation represent the “Kentucky windage” that every client applies to their estimation of stated benefits, to get their true net expected value.

What struck me most about the relationship between the variables in the Trust Equation is how heavily weighted self-orientation is. For every marginal increase in self-orientation that occurs in a relationship, you have to work that much harder to re-build trust. Conversely, focusing on others first is the single most effective way to increase trust. This is powerful.

You can make more friends in two months by becoming interested in other people than you can in two years by trying to get other people interested in you. -Dale Carnegie

Reference : The Trusted Adviser.