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Casual Articles - Do You Have Each Aspect of Trust
In a recent article, I told the story of when I was a young whippersnapper, attending classes at what was then and still is called “one of the more famous hotel schools in North America", the marketing professor gave us an interesting, but quite challenging assignment.We were to find a hospitality business that marketed itself by using the participation of the owner as part of the “distinctiveness” of the business. At the time, this seemed like a most difficult assignment, because in those days, it seemed that not too many people really stood out in this field. At least that what it seemed like to me in my youth. Or maybe it was just that they didn’t w
Do People Trust You??? Gallup poll on Trust and Honesty
Pharmacist -- 64%
Clergy -- 59%
Medical doctors -- 57%
College teachers -- 53%
Policeman -- 49%
Bankers -- 30%
Journalists -- 22%
Business exec -- 21%
Stock brokers -- 19%
Congressman -- 17%
Real estate agents -- 16%
Lawyers -- 14%
Insurance sales -- 11%
Advertisers -- 10%
Car sales -- 5%
Conclusion Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and
If you are in the business of shipping products, shipping damage is a very real problem. It occurs constantly and even has to be figured into your shipping budget. It would seem a shame that the big three shipping carriers (UPS, Federal Express and DHL) would have the damage solution under control. Sadly they do not. The problem really resides in people (as usual) If you look at the employment model of the shipping carriers you will find most have a lot of part time employees that work third shift and have other jobs as well. A lot are unskilled labor and just there trying to earn some decent money. The job entails some fairly hard labor, a lot of liftin
Trust can be an ambiguous concept, but certain things are quite clear: You can’t get others to trust you unless you trust yourself first. Your message will not be convincing to others unless it’s convincing to you. Whenever someone tries to influence us, we ask ourselves, “Can I trust this person? Do I believe him? Is she really concerned about me?” We are less likely to be influenced if we sense that the person is driven solely by self-interest. Never assume that people trust you.
Always show the world you are someone to be trusted, no matter what the circumstances are. You can gain and enhance trust by doing the following:
•Keep your promises
•Be reliable
•Under-promise and over-deliver
•Admit your failures and weaknesses
•Use logic with your emotion
•Exhibit true concern for and about others
•Never assume people completely trust you
•Tell people only as much as they’ll believe
•Tell the truth, even if it hurts
•Downplay any benefits to you
The Five C’s of Trust, as listed above, will all help you gain the trust you need to have lasting influence. Let me illustrate how these elements work in a story. Imagine you’re experiencing extreme tooth pain. You’ve put off going to the dentist as long as possible, but now nature’s telling you your time has run out. You recently relocated, so your previous dentist is 2,000 miles away and no longer an option. You ask your new friends and neighbors about their dentists and get the following five responses:
1. My dentist has great character. He is one of the most honest people I know. He’s not very competent, though. I heard he’s famous for sticking the needle completely through your cheek.
Would you go to this dentist?
2. My dentist is one of the top dentists in the state. He’s extremely competent, but kind of a crook. He has no character. He’s been caught a few times for over billing and also sometimes fills more cavities than you actually have.
Would you go to this dentist?
3. My dentist doesn’t have much confidence in his work. One time he said to me, “I’ve never been very good at reading x-rays. I feel unsure about whether I should give you a root canal or just leave the tooth alone. Look at this x-ray and tell me what you think.”
Would you go to this dentist?
4. I’m not sure my dentist is licensed. I didn’t see any degree or diplomas on his wall, and no one seems to know where he went to school. His office doesn’t have the latest equipment. He even asked me to pay cash instead of writing a check. He has no credibility in my book.
Would you go to this dentist?
5. My dentist is a nice guy, but he doesn’t keep his stories straight. Congruency and consistency are not his strong suits. Last year he said I’d probably have to get a root canal on my molar the next time I came in. When I came back, I asked him about the root canal on my molar, and he said, “You don’t need a root canal on that tooth. Who told you that?”
Would you go to this dentist?
I’m sure you would spend more time trying to find a dentist who met all five criteria. A deep and lasting sense of trust will not exist without all five characteristics being present. We know if a person is lacking in just one of these areas, it will affect every aspect of their ability to build, gain, and maintain trust.
Do People Trust You??? Gallup poll on Trust and Honesty
Pharmacist -- 64%
Clergy -- 59%
Medical doctors -- 57%
College teachers -- 53%
Policeman -- 49%
Bankers -- 30%
Journalists -- 22%
Business exec -- 21%
Stock brokers -- 19%
Congressman -- 17%
Real estate agents -- 16%
Lawyers -- 14%
Insurance sales -- 11%
Advertisers -- 10%
Car sales -- 5%
Conclusion Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and
Recently, I decided to enlarge my sales and marketing efforts through outsourcing, so I contacted a number of service bureaus about promoting my successful line of customer service and sales training videos. I have found very few organizations that are willing to truly satisfy my needs by working on a pay-for-performance basis.Everyone else insists on being paid, on the clock, for their time and for administration.It reminds me of my former college students who claimed they deserved a better grade on an assignment because they “tried so hard!” They wanted to be rewarded for mere effort.I had to tell them that effort is admirable, but to be
Always show the world you are someone to be trusted, no matter what the circumstances are. You can gain and enhance trust by doing the following:
•Keep your promises
•Be reliable
•Under-promise and over-deliver
•Admit your failures and weaknesses
•Use logic with your emotion
•Exhibit true concern for and about others
•Never assume people completely trust you
•Tell people only as much as they’ll believe
•Tell the truth, even if it hurts
•Downplay any benefits to you
The Five C’s of Trust, as listed above, will all help you gain the trust you need to have lasting influence. Let me illustrate how these elements work in a story. Imagine you’re experiencing extreme tooth pain. You’ve put off going to the dentist as long as possible, but now nature’s telling you your time has run out. You recently relocated, so your previous dentist is 2,000 miles away and no longer an option. You ask your new friends and neighbors about their dentists and get the following five responses:
1. My dentist has great character. He is one of the most honest people I know. He’s not very competent, though. I heard he’s famous for sticking the needle completely through your cheek.
Would you go to this dentist?
2. My dentist is one of the top dentists in the state. He’s extremely competent, but kind of a crook. He has no character. He’s been caught a few times for over billing and also sometimes fills more cavities than you actually have.
Would you go to this dentist?
3. My dentist doesn’t have much confidence in his work. One time he said to me, “I’ve never been very good at reading x-rays. I feel unsure about whether I should give you a root canal or just leave the tooth alone. Look at this x-ray and tell me what you think.”
Would you go to this dentist?
4. I’m not sure my dentist is licensed. I didn’t see any degree or diplomas on his wall, and no one seems to know where he went to school. His office doesn’t have the latest equipment. He even asked me to pay cash instead of writing a check. He has no credibility in my book.
Would you go to this dentist?
5. My dentist is a nice guy, but he doesn’t keep his stories straight. Congruency and consistency are not his strong suits. Last year he said I’d probably have to get a root canal on my molar the next time I came in. When I came back, I asked him about the root canal on my molar, and he said, “You don’t need a root canal on that tooth. Who told you that?”
Would you go to this dentist?
I’m sure you would spend more time trying to find a dentist who met all five criteria. A deep and lasting sense of trust will not exist without all five characteristics being present. We know if a person is lacking in just one of these areas, it will affect every aspect of their ability to build, gain, and maintain trust.
Do People Trust You??? Gallup poll on Trust and Honesty
Pharmacist -- 64%
Clergy -- 59%
Medical doctors -- 57%
College teachers -- 53%
Policeman -- 49%
Bankers -- 30%
Journalists -- 22%
Business exec -- 21%
Stock brokers -- 19%
Congressman -- 17%
Real estate agents -- 16%
Lawyers -- 14%
Insurance sales -- 11%
Advertisers -- 10%
Car sales -- 5%
Conclusion Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and
As you enter into business ownership you now become aware that you need to perform sales. Yes you can hire sales people but, if you don't understand sales then how can you properly recruit, hire, and retain good sales people. Anyway you look at it, you need to perform sales. However, when you first start selling your attitude might be that you need to close every sale. Be careful! Not every sale is a good sale.Be careful not to under sell or you will lose money from the sale and, if you are a service type business, while you are delivering on your service you are not out selling. This lack of selling will not allow you to make up the loss and your attit
1. My dentist has great character. He is one of the most honest people I know. He’s not very competent, though. I heard he’s famous for sticking the needle completely through your cheek.
Would you go to this dentist?
2. My dentist is one of the top dentists in the state. He’s extremely competent, but kind of a crook. He has no character. He’s been caught a few times for over billing and also sometimes fills more cavities than you actually have.
Would you go to this dentist?
3. My dentist doesn’t have much confidence in his work. One time he said to me, “I’ve never been very good at reading x-rays. I feel unsure about whether I should give you a root canal or just leave the tooth alone. Look at this x-ray and tell me what you think.”
Would you go to this dentist?
4. I’m not sure my dentist is licensed. I didn’t see any degree or diplomas on his wall, and no one seems to know where he went to school. His office doesn’t have the latest equipment. He even asked me to pay cash instead of writing a check. He has no credibility in my book.
Would you go to this dentist?
5. My dentist is a nice guy, but he doesn’t keep his stories straight. Congruency and consistency are not his strong suits. Last year he said I’d probably have to get a root canal on my molar the next time I came in. When I came back, I asked him about the root canal on my molar, and he said, “You don’t need a root canal on that tooth. Who told you that?”
Would you go to this dentist?
I’m sure you would spend more time trying to find a dentist who met all five criteria. A deep and lasting sense of trust will not exist without all five characteristics being present. We know if a person is lacking in just one of these areas, it will affect every aspect of their ability to build, gain, and maintain trust.
Do People Trust You??? Gallup poll on Trust and Honesty
Pharmacist -- 64%
Clergy -- 59%
Medical doctors -- 57%
College teachers -- 53%
Policeman -- 49%
Bankers -- 30%
Journalists -- 22%
Business exec -- 21%
Stock brokers -- 19%
Congressman -- 17%
Real estate agents -- 16%
Lawyers -- 14%
Insurance sales -- 11%
Advertisers -- 10%
Car sales -- 5%
Conclusion Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and
Even on a great day at work there are so many things that can go badly. Any little glitch can become a negative, stress-inducing experience: the staff member who arrives late leaving the company short-handed, you placed an order for needed inventory in plenty of time but your vendor shipped to it to the wrong address which caused you to be out of stock, the customer who was told her order would be ready on Thursday but now needs it Wednesday, the invoice for “The Acme Company” that should have been filed under “A” for “Acme” instead of “T” for “The”, and on and on. Each of these small glitches caused problems, wasted time, added stress, and caused unhappy cu
4. I’m not sure my dentist is licensed. I didn’t see any degree or diplomas on his wall, and no one seems to know where he went to school. His office doesn’t have the latest equipment. He even asked me to pay cash instead of writing a check. He has no credibility in my book.
Would you go to this dentist?
5. My dentist is a nice guy, but he doesn’t keep his stories straight. Congruency and consistency are not his strong suits. Last year he said I’d probably have to get a root canal on my molar the next time I came in. When I came back, I asked him about the root canal on my molar, and he said, “You don’t need a root canal on that tooth. Who told you that?”
Would you go to this dentist?
I’m sure you would spend more time trying to find a dentist who met all five criteria. A deep and lasting sense of trust will not exist without all five characteristics being present. We know if a person is lacking in just one of these areas, it will affect every aspect of their ability to build, gain, and maintain trust.
Do People Trust You??? Gallup poll on Trust and Honesty
Pharmacist -- 64%
Clergy -- 59%
Medical doctors -- 57%
College teachers -- 53%
Policeman -- 49%
Bankers -- 30%
Journalists -- 22%
Business exec -- 21%
Stock brokers -- 19%
Congressman -- 17%
Real estate agents -- 16%
Lawyers -- 14%
Insurance sales -- 11%
Advertisers -- 10%
Car sales -- 5%
Conclusion Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and
Every salesperson and businessperson has had the experience of being close to closing a deal with a cooperative prospect, when suddenly all progress grinds to a halt. Any number of factors for the roadblock may be to blame. Maybe discussions hit a snag due to a miscommunication or a lack of understanding. Maybe one party allows their emotions to get involved in the negotiation process. Or maybe one of the parties has been dishonest about what they can and cannot deliver.Regardless of the reason for the sudden stall in progress, the result is always frustrating because these problems usually arise after hours and hours of negotiating efforts. But hitting
Do People Trust You??? Gallup poll on Trust and Honesty
Pharmacist -- 64%
Clergy -- 59%
Medical doctors -- 57%
College teachers -- 53%
Policeman -- 49%
Bankers -- 30%
Journalists -- 22%
Business exec -- 21%
Stock brokers -- 19%
Congressman -- 17%
Real estate agents -- 16%
Lawyers -- 14%
Insurance sales -- 11%
Advertisers -- 10%
Car sales -- 5%
Conclusion Learning how to persuade and influence will make the difference between hoping for a better income and having a better income. It is the missing puzzle piece that will crack the code to dramatically increase your income, improve your relationships, and help you get what you want, when you want, and win friends for life. Ask yourself how much money and income you have lost because of your inability to persuade and influence. Think about it. Sure you’ve seen some success, but think of the times you couldn’t get it done. Has there ever been a time when you did not get your point across? Were you unable to convince someone to do something? Have you reached your full potential? Are you able to motivate yourself and others to achieve more and accomplish their goals? What about your relationships? Imagine being able to overcome objections before they happen, know what your prospect is thinking and feeling, feel more confident in your ability to persuade.
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