This document discusses the components of trustworthiness - credibility, reliability, and intimacy - and how they are revealed through one's words, actions, and emotions. It also discusses the concept of self-orientation and whether one's focus is on themselves or the client.
The document then presents the "TRUST Equation", which involves taking a client-focused approach, collaborating to create joint goals, maintaining long-term relationships, and being transparent in all dealings.
Four principles of building trust are also outlined: don't lie or exaggerate; love your topic; introduce clients to each other; and admit when you don't know something.
Creating trust in teams is key if you want to get them to a high performance state. This talk revolves around the 5 dysfunctions of a team model by Patrick Lencioni and in particular provide tools for you to help build and develop trust in your team.
Here are 6 out of 10 helpful tips on how to build trust in a relationship. For 4 more tips of this type, click the link: http://vkool.com/how-to-build-trust/.
1. Do Exactly What You Say
Doing exactly what you say is the very first step to make others trust you because actions always speak louder than words. If possible, you should always do better than what you say. For example, if you already said that you could complete 90 percent of work, you should try to fulfill more rather than less of it.
2. Honor Your Promises
If you want to be trusted by others, you should be a dependable person. For example, after making a promise, you had better try to meet it well. If you cannot meet it for some reasons, try to explain it to the promisee decently. After that, create a new promise, and make sure to meet it this time.
Making a promise is always easier than fulfilling it. Therefore, before making any promise, you had better think thoroughly whether you can meet it or not. If the possibility of meeting a promise is not very high, do not make it.
3. Tell The Truth
Being honest or telling the truth is one among the best tips on how to build trust in a relationship. We all know that the truth may hurt for a while, but a lie hurts forever. Therefore, you should always tell the truth for long-term benefits. In case you cannot tell the truth, just keep silence rather than telling a lie.
4. Display Loyalty
You can display your loyalty by protecting other people, especially when they are not present to join your conversation. This is one among the most important techniques on how to build trust as trust is mainly built by honesty and loyalty.
5. Be Competent
Being competent means you can do many things well. If you have good professional ability and interpersonal communication skills, people will not only respect and admire you, but also trust you easily. Therefore, you should learn to build good manners, social skills, and even working skills as a preparation for building trust. When you are competent, you will become reliable, and be trusted by others.
6. Be Objective
Being objective is also a helpful tip on how to build trust in a relationship. When you decide to do something, consider objectively how other people will think about it. Put yourself in others’ shoes, and you will know how they feel, and what they think. The more objective you are, the easier you can build trust.
Trust is always one of the crucial keys to success. If you can get your friends to trust you, your life will certainly be pleasant. If you can make your boss trust you, you can get a promotion really fast. If you can get your spouse to trust you, you will certainly be happy in your family.
Read our presentation on 7 ways to improve team performance and find out how leaders build highly effective teams. In order to improve team working, and build a highly effective team, be sure to spend some time focusing on the points we listed in this presentation.
Creating trust in teams is key if you want to get them to a high performance state. This talk revolves around the 5 dysfunctions of a team model by Patrick Lencioni and in particular provide tools for you to help build and develop trust in your team.
Here are 6 out of 10 helpful tips on how to build trust in a relationship. For 4 more tips of this type, click the link: http://vkool.com/how-to-build-trust/.
1. Do Exactly What You Say
Doing exactly what you say is the very first step to make others trust you because actions always speak louder than words. If possible, you should always do better than what you say. For example, if you already said that you could complete 90 percent of work, you should try to fulfill more rather than less of it.
2. Honor Your Promises
If you want to be trusted by others, you should be a dependable person. For example, after making a promise, you had better try to meet it well. If you cannot meet it for some reasons, try to explain it to the promisee decently. After that, create a new promise, and make sure to meet it this time.
Making a promise is always easier than fulfilling it. Therefore, before making any promise, you had better think thoroughly whether you can meet it or not. If the possibility of meeting a promise is not very high, do not make it.
3. Tell The Truth
Being honest or telling the truth is one among the best tips on how to build trust in a relationship. We all know that the truth may hurt for a while, but a lie hurts forever. Therefore, you should always tell the truth for long-term benefits. In case you cannot tell the truth, just keep silence rather than telling a lie.
4. Display Loyalty
You can display your loyalty by protecting other people, especially when they are not present to join your conversation. This is one among the most important techniques on how to build trust as trust is mainly built by honesty and loyalty.
5. Be Competent
Being competent means you can do many things well. If you have good professional ability and interpersonal communication skills, people will not only respect and admire you, but also trust you easily. Therefore, you should learn to build good manners, social skills, and even working skills as a preparation for building trust. When you are competent, you will become reliable, and be trusted by others.
6. Be Objective
Being objective is also a helpful tip on how to build trust in a relationship. When you decide to do something, consider objectively how other people will think about it. Put yourself in others’ shoes, and you will know how they feel, and what they think. The more objective you are, the easier you can build trust.
Trust is always one of the crucial keys to success. If you can get your friends to trust you, your life will certainly be pleasant. If you can make your boss trust you, you can get a promotion really fast. If you can get your spouse to trust you, you will certainly be happy in your family.
Read our presentation on 7 ways to improve team performance and find out how leaders build highly effective teams. In order to improve team working, and build a highly effective team, be sure to spend some time focusing on the points we listed in this presentation.
Are you looking for ways to take your career to the next level? Do you want people inviting you to the conversation rather than you chasing them? Join us to get tips for building trust and become a valued advisor.
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Are you looking for ways to take your career to the next level? Do you want people inviting you to the conversation rather than you chasing them? Join us to get tips for building trust and become a valued advisor.
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Foundations of Persuasion & Persuasion: An Overview
Persuasion: An Overview
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Change Attitudes, Values, and BeliefsAttitude: An individual’s general predisposition toward something as being good or bad, right or wrong, or negative or positive.Value: An individual’s perception of the usefulness, importance, or worth of something. We can value a college education or technology or freedom.Beliefs: Propositions or positions that an individual holds as true or false without positive knowledge or proof.Core beliefs: Beliefs that people have actively engaged in and created over the course of their lives (e.g., belief in a higher power, belief in extraterrestrial life forms).Dispositional beliefs: Beliefs that people have not actively engaged in, but rather judgments that they make, based on their knowledge of related subjects, when they encounter a proposition.
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Why Persuasion Matters
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1. Trustworthiness
=
Credibility + Reliability +
Intimacy
Self-orientation
Credibility relates to our words and is revealed in our credentials and
honesty
Reliability relates to our actions and is revealed by keeping our
promises
Intimacy relates to our emotions; people feel safe talking about difficult
agendas
Self-orientation relates to our caring and is revealed in our focus (us or
them?)
The TRUST Equation
2. A focus on the Client for the client’s sake, not just as a means to
one’s own ends.
A collaborative approach to relationships. A willingness to work
together, creating both joint goals and joint approaches to getting
there.
A medium to long term relationship perspective, not a short-term
transactional focus. The most profitable relationships for both parties
are those where multiple transactions over time are assumed in the
approach to each transaction.
A habit of being transparent in all one’s dealings. Transparency
increases credibility, and lowers self-orientation, by a willingness to
keep no secrets.
The Four TRUST Principles
3. ,
2
0
0
0
)
Don’t tell lies, or even exaggerate. Ever.
Love your topic.
Introduce your clients to each other.
When you don’t know, say so.
Credentials: don’t try too hard (eg letters after your
name on business card)
Relax, you know more than you think.
Do your homework on the client; make sure its up to
date.
Don’t show off.
4. ,
2
0
0
0
)
Make specific commitments around small things
Send meeting materials in advance
Make sure meetings have clear goals (not just
agendas)
Liaise and negotiate, confirm
5. ,
2
0
0
0
)
Don’t be intimidated, or use intimidation – it is always
compensating for something.
Business is about people, don’t fall for the ‘business is
business’ mantra.
Engage the person, be alert to their interests.
Repeat often: “Really, what happened next?” and
“Interesting, what’s behind that?”
6. ,
2
0
0
0
)
Self-consciousness
A need to appear on top of things
A desire to look intelligent
Preoccupied with a long do-list
An inclination to jump to the solution
A need to win the argument, be right, be seen to be right
A desire to be seen to be adding value
Fears: of not knowing, not having an intelligent answer, of
being rejected
7. ,
2
0
0
0
)
A tendency to relate stories to themselves of their
experience
A need to appear clever, witty
An inability to provide clear direct answers
An unwillingness to confess lack of knowledge
Name dropping
Reciting qualifications
Tendency to want to have the last word
Closed questions early on
Passive listening
Treating the client as a source of data
8. s
,
2
0
0
0
)
Opposite of all previous
Asking the client what is behind a certain issue
Focus on defining the problem, not guessing the solution
Learning to tell the client’s story before we write our own
Adapt to the client’s culture re terminology, style, formats,
hours etc.
Resisting the clients invitation to offer a solution too early
on
Be available
Anticipate needs and respond
Communicate
Communicate