Building Trust: The Antidote to Selfishness, Empowering Others, and Consistency

So What Builds Trust?

August 3, 2024

Trust is the glue that binds relationships, teams, and communities together. To nurture this essential element, we must embrace three core principles: selflessness, consistency, and empowering others. Although these are not the only areas in trust, but they will help us build trust with these three easy to understand concepts.

The first are in trust we will focus on is selfishness, or the act of not being selfish. When we approach interactions with genuine empathy and generosity, we create an environment where trust can thrive. Selfishness, conversely, erodes trust by signaling a lack of concern for others' well-being. By embracing selflessness, we pave the way for authentic connections and mutual respect to flourish.

The second are that we can show up on is consistency. Consistency entails aligning our words with our actions and demonstrating reliability over time. When we consistently deliver on our promises and show up for others, we instill confidence and reliability in our relationships. Inconsistency, on the other hand, breeds doubt and uncertainty, undermining trust. By being consistent in our behaviors, we lay a solid foundation for trust to flourish.

True leaders empower others to be the heroes of their own stories. By recognizing and celebrating their strengths and achievements, we foster a culture of trust and collaboration. When individuals feel valued and supported, they are more likely to trust and collaborate with others. By focusing on helping others succeed, we create a ripple effect of trust that strengthens relationships and drives collective progress.

In today's complex and interconnected world, trust is more important than ever. It enables us to forge meaningful connections, navigate challenges, and achieve shared goals. By embodying principles of selflessness, consistency, and helping them be the hero of their story, we create a culture of trust that benefits individuals, teams, and communities alike. Trust is the glue that holds relationships together and propels us forward toward a brighter future.

Trust is the currency of relationships, and it must be earned through actions. By practicing selflessness, consistency, and supporting others on their journey, we lay the groundwork for trust to flourish. Let's commit to being trustworthy individuals who lift others up and create a world where trust is abundant. Together, we can build stronger, more resilient communities where everyone has the opportunity to thrive as the hero of their own story.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

Importance Of Employee Engagement In The Workplace

May 25, 2024

In the vast tapestry of the workplace, two intertwined threads hold the power to weave success or sow discontent – employee engagement and buy-in. Shockingly, Gallup reports that only 30% of employees are engaged in their work, a statistic that sends ripples across organizational dynamics. This blog post explores the profound impact of employee engagement and buy-in, delving into how poor leadership can result in high turnover, slower speed, and higher costs. On the flip side, we'll unravel the compelling evidence that engaging leaders not only boost morale but also contribute to the bottom line, making organizations more profitable.

startling revelation from Gallup that only 30% of employees are engaged in the workplace serves as a wake-up call for organizations. This disengagement epidemic is a silent disruptor, subtly undermining productivity and stifling the potential for growth.

Disengagement acts as a silent saboteur, eroding the foundation of a thriving workplace. The consequences of a disengaged workforce extend far beyond the individual, impacting the collective success of the organization. Understanding the depth of the engagement crisis is the first step toward fostering a workplace culture that not only retains talent but propels it toward excellence.

Poor Leadership

At the heart of the disengagement crisis often lies poor leadership. When leaders fail to inspire, support, or communicate effectively, they inadvertently contribute to an environment where apathy thrives.

Disengaged employees are more likely to seek greener pastures. Poor leadership practices result in a revolving door of talent, leading to the costly cycle of recruitment, onboarding, and lost institutional knowledge. When employees are disengaged, tasks take longer to complete, deadlines are missed, and the overall speed of organizational progress grinds to a halt.

The fallout from disengagement translates into higher costs. From recruitment expenses to the tangible impact on productivity, organizations pay a hefty price for poor leadership and a disengaged workforce.

Engagement and Buy-In

Beyond engagement lies a related concept that is equally critical for organizational success – buy-in. Employee buy-in is the commitment and belief in the organization's goals, values, and strategies. The two are intrinsically linked, with buy-in being a manifestation of deep engagement.

Engaged employees naturally buy into the organization's vision. They see themselves as integral parts of the larger narrative, actively contributing to the realization of shared goals. Buy-in extends beyond tasks; it aligns with organizational culture. Engaged employees not only understand but also resonate with the values and principles that define the workplace. Both engagement and buy-in represent a mutual commitment. Engaged employees are committed to giving their best, while buy-in reflects a commitment from employees to invest their energy and efforts into achieving organizational success.

The Engagement Dividend

On the flip side of the coin, organizations with engaging leaders reap the benefits of what can be termed the "engagement and buy-in dividend." Engaging leaders cultivate a workplace culture where employees feel valued, heard, and motivated to contribute their best. Engaged employees are more productive. Engaging leaders inspire their teams, fostering a sense of purpose and dedication that directly translates into improved efficiency and output. The engagement and buy-in dividend goes beyond feel-good metrics; it directly impacts the bottom line. Organizations with engaged employees experience higher profitability, as motivated teams drive innovation, customer satisfaction, and overall business success.

Employee engagement and buy-in are not just buzzwords; they're the cornerstone of organizational success. The consequences of disengagement are severe, ranging from high turnover to increased costs and sluggish progress. However, engaging leaders can flip the script, transforming a workplace culture from apathetic to vibrant. As organizations invest in fostering engagement and buy-in, they aren't just nurturing happier employees; they're cultivating a fertile ground for sustained profitability and success. It's time for leaders to recognize the pivotal role they play in shaping engagement, knowing that a fully engaged and bought-in workforce is the catalyst for organizational excellence.

Organizations need to have an engaged organization if they want to thrive in the coming years. I hope this has helped. Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

Trust And Influence Go hand In Hand

May 18, 2024

In the intricate dance of leadership, two powerful forces—trust and influence—stand as pillars that not only support but elevate each other. This blog post delves into the symbiotic relationship between trust and influence, emphasizing how trust forms the bedrock for influence, and how, in turn, influencing others is a testament to the trust placed in them.

Trust: The Bedrock for Influence

Trust is the currency of leadership. It's the intangible force that binds teams together and propels leaders to greater heights. Without trust, the foundation for influence crumbles. Trust acts as the bridge between a leader and their team. It's the unspoken agreement that each party can rely on the other, creating an environment where influence can flourish. Trust is also an emotional investment. Leaders who establish trust create a connection with their team that goes beyond the transactional, forming the basis for genuine influence.

Influence

Now let’s talk about influence. Influence is the art of inspiring action, and it thrives where trust is abundant. A leader's ability to influence is not just a measure of their charisma; it's a reflection of the trust vested in them by their team. Influential leaders don't just talk the talk; they walk the walk. Their actions align with their words, reinforcing the trust their team places in them and amplifying their power of influence.

Influence stems from the confidence others have in a leader's decisions as well. When trust is established, team members are more likely to follow a leader's guidance, knowing it comes from a place of genuine care and expertise.

The beauty of the trust-influence dynamic lies in its reciprocity. Just as leaders need the trust of their team for effective influence, they must reciprocate that trust by acknowledging and valuing the capabilities of their team members. Influential leaders trust their team to handle responsibilities. By delegating tasks and projects, they empower their team members, demonstrating confidence in their abilities. This does not mean that the leaders do this blindly, but having a proven track record from their team will enable this to be a possibility.

Trusting team members also fosters an environment where creativity and innovation thrive. Influential leaders inspire by giving their team the freedom to explore new ideas, knowing that trust underpins the journey towards success.

In the world of leadership, trust and influence form a dynamic duo that transforms ordinary teams into exceptional ones. Trust is the fertile soil in which the seeds of influence grow, and influential leaders reciprocate by trusting in the potential and abilities of their team. As you navigate the landscape of leadership, remember that building trust takes time, but its impact on influence is immeasurable. Cultivate trust, wield influence responsibly, and watch as your leadership journey one of mutual trust and inspired influence.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

7 Ways To Build Trust In A Team

March 16, 2024

In this blog post, we'll explore seven exciting ways to build trust in a team that are a way to build connection and influence with your team members while doing things that are fun as well as making people rely on each other. In this post we will have seven ideas for building trust and connection with your team.

The first idea we will use is escape rooms. Escape rooms are not just a thrilling pastime; they also serve as an excellent platform for team-building. These immersive experiences require participants to rely on each other's strengths, communicate seamlessly, and trust their teammates' instincts. The shared adrenaline rush and sense of accomplishment after successfully escaping create lasting bonds among team members.

There's something magical about bonding over a barbecue. The sizzle of the grill, the aroma of delicious food, and the casual atmosphere create the perfect setting for team members to relax and connect on a personal level. Sharing a meal fosters camaraderie and trust, breaking down professional barriers and allowing individuals to see their colleagues in a different light.

Regularly eating lunch together may seem like a simple routine, but it can significantly impact team dynamics. Breaking bread creates an informal space for team members to share experiences, discuss ideas, and develop a deeper understanding of each other's strengths and weaknesses. This familiarity builds trust and encourages open communication. I have personally watched purchasing groups that were each day sit together and laugh, enjoy stories, and build a working family through these experiences.

Acknowledging and appreciating individual contributions is vital for team morale and trust. Implementing a kudos awards system, where team members recognize and commend each other's efforts, fosters a positive and supportive atmosphere. Publicly celebrating achievements not only boosts confidence but also reinforces the idea that each member's role is crucial to the team's success. This actually does not have to be done by the leader, but by other team members recognizing their team members to highlight and lift others up.

In addition to internal recognition, acknowledging team achievements in a public forum strengthens trust. Whether through company-wide announcements, newsletters, or team meetings, highlighting successful escape room escapades and collaborative victories builds a sense of pride and solidarity. Public recognition reinforces the idea that trust and teamwork are core values within the organization.

Consistency is the glue that holds a team together. Establishing reliable processes, communication channels, and team roles creates a sense of stability. When team members can depend on each other to consistently deliver quality work and support, trust naturally flourishes. It is just like when you show up to any Chick-Fil A restaurant and you have the same high level of service. You can’t help but go there while traveling and abandoning my diet!

While escape rooms are a fantastic team-building activity, diversifying your experiences can deepen trust. Engaging in a variety of events, whether charity initiatives, workshops, or outdoor activities, broadens the team's horizons and provides opportunities for members to showcase different skills and qualities. These shared experiences strengthen bonds and create a well-rounded, trusting team.

By incorporating these seven strategies – from immersive escape adventures to sizzling BBQ gatherings – your team will not only conquer, but also build lasting bonds that extend far beyond. As you navigate the twists and turns of your business needs remember that trust is the ultimate key to unlocking your team's full potential.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

Trust Building Games

November 25, 2023

Building trust in a group setting can be facilitated through engaging and interactive activities. Here are three trust-building games that promote communication, collaboration, and a sense of camaraderie:

Questions for Humans is a game that encourages open and honest communication within the group. Divide participants into pairs or small groups and have them take turns asking thought-provoking questions to each other. These questions can range from personal experiences and aspirations to deeper philosophical inquiries. The key is to create an atmosphere of trust and encourage genuine sharing. As participants open up and listen to one another, trust within the group will naturally strengthen.

Escape rooms provide an exciting and challenging environment for team members to work together towards a common goal. In this immersive game, participants are locked in a room and must solve puzzles, decipher clues, and collaborate within a set time limit to escape. This game requires trust, effective communication, and teamwork to succeed. The shared experience of working towards a shared objective fosters bonding and trust-building among participants.

Operation Adventure is an outdoor team-building game that involves problem-solving and physical challenges. Divide participants into teams and provide them with a series of missions or tasks to complete within a designated area. These missions can include obstacle courses, puzzles, or cooperative activities that require trust and effective communication to accomplish. The shared sense of adventure and overcoming challenges together builds trust and strengthens group dynamics.

Remember, the key to fostering trust through these games is to create a supportive and non-judgmental environment. Encourage active listening, respect for different perspectives, and the celebration of each team member's contributions. By emphasizing collaboration and positive interactions, these games can facilitate trust-building and create a stronger, more cohesive group.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Why Listening Skills Build Trust

November 11, 2023

In our increasingly connected but often fragmented world, one of the deepest human desires is to be known and heard. We yearn for genuine connections and conversations that go beyond superficial exchanges. When we truly listen to others, asking great questions and employing mirroring techniques, we create an environment where trust can flourish. In this blog post, we will explore how these listening skills empower us to fulfill this innate need and foster trust in our personal and professional relationships.

We desire to be known and heard - At the core of human interaction lies the fundamental desire to be known and heard. When we listen attentively, we validate and acknowledge the other person's existence, thoughts, and emotions. By offering our undivided attention, we create a safe space where individuals can express themselves authentically. This act of genuine listening helps to build trust, as people feel valued and recognized for who they are.

Power of questions - Asking great questions is a powerful way to demonstrate interest and engagement in a conversation. Thoughtful and open-ended questions encourage the speaker to share more about their experiences, perspectives, and aspirations. By delving deeper into their thoughts, feelings, and motivations, you show a genuine desire to understand them. Great questions foster trust by signaling that you care about their story and are committed to listening and learning from it.

Mirroring - Mirroring techniques involve reflecting and validating the speaker's words, feelings, and experiences. Through active listening, you mirror their emotions and thoughts, letting them know that you understand and empathize with their perspective. This reflective approach helps to build trust by creating a sense of validation and acknowledgment. It shows that you are fully present in the conversation and committed to understanding their unique experiences.

Listening skills serve as the foundation for building authentic relationships. When we actively listen, ask great questions, and use mirroring techniques, we create a genuine connection with others. By understanding their experiences, perspectives, and goals, we can develop a more meaningful bond. Authentic relationships are built on trust, and trust is established when individuals feel truly seen and heard.

In a world filled with distractions and shallow interactions, mastering the art of listening becomes even more important. People long to be known and heard, and by employing listening skills such as asking great questions and using mirroring techniques, we can fulfill this deep-seated desire. When we create a space for open communication, trust flourishes, and authentic relationships are formed. Let us embrace the power of listening to build lasting connections, foster trust, and make a positive impact on the lives of those around us.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Building Trust With A Man

August 5, 2023

Building trust is an essential part of any healthy relationship. Whether it's a personal or professional relationship, trust is the foundational in building any relationship. Building trust with anyone takes time and effort, building trust with men can present unique challenges.

Men typically do not let others in on their deepest darkest secrets. They keep others at arms-length sorta speak. It can be more difficult to build trust with men in general. That is not saying some men are more open. We are talking about the majority of men.

Communicate clearly: Communication is key to building trust. When communicating with men, it's essential to be clear and direct in your communication. Avoid using vague language or hinting at what you want. Instead, clearly state your expectations, intentions, and needs. Our pace of speech is also another way we can turn others off. When I was selling in the south where people have a slower pace of speech, it was up to me to communicate in their pace of speech not like a fast-talking northerner.
Most communication is actually non-verbal. How you show up, the face you wear, the scents you have on, and the environment you are meeting with others in can also affect the communication. By doing so we can affect trust levels.
Go on mission with other men will help build trust and bonds. Men like to work for a cause and doing something together helps build bonds of brotherhood. That is why men in the military have a sense of brotherhood when they go off to ware together.

In the trust equation I talk about the next two items in depth.

Credibility: No one trusts someone who is not credible on the topic. Men especially will tune out if we are not using facts and are credible on a topic. If you find yourself talking about something you don’t understand fully. Ask for their input, or get them in contact with someone that you know is credible on the topic. It’s called being the bridge and I teach in the trust equation.

Vulerability: Showing vulnerability can be challenging, but it is the key ingredient in building trust. While most men think vulnerability leaves us open to attack, being vulnerable is lending trust to others that they won’t. When you're vulnerable with men, it shows that you trust them, and they are more likely to reciprocate.

Be reliable: being reliable simply is do what you say you are going to do. That means show up. Men focus on others being reliable as a trust component.

Building trust with men takes time and effort, but it's essential for healthy relationships. Men will take more time to build trust because they are selective on who they trust. Remember, building trust is a two-way street, so be willing to extend trust to others as well.

“Businesses wonder why it is still hard to be thought of as the brand of choice with the best customers and top employees. How can our business make more profitable transactions and stay out of the commodity battle with low profits? How can we land and keep top talent in our organization with the salary wars. Kevin teaches your sales and leadership teams how to build the key ingredient to be successful with their relationships and take your goals to the next level with high levels of engagement.

Kevin’s website: www.kevinsidebottom.com

Kevin’s email: kevin@kevinsidebottom.com

https://www.kevinsidebottom.com/pricing-page

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518/ref=sr_1_1?crid=8XUM4QL2RC6M&keywords=the+sales+process+uncovered&qid=1673274567&sprefix=the+sales+process+uncovered%2Caps%2C90&sr=8-1

Team Trust Building Games

April 22, 2023

Team trust building is crucial to an organization. Without trust we don’t move forward. High trust organizations thrive while low trust organizations flounder. When trust is high in an organization speed goes up and costs go down. That means more profits!

Trust is key if we are going to survive in the economic climate that we are in. We need to have trust with our teams so we don’t have to keep following up to see if tasks got completed on time. Too many organizations waste resources because they do not have high levels of trust.

Team building is one of those topics that leaders in their organizations always ask for ideas. Some ask for the large expenses because they have decent budgets while others look for more economical solutions. This week’s post will help with some ideas that will be lower investments for team building.

These ideas are under $50 per person on the investment side.

Questions for humans

This is a card deck that gets people sharing about their thoughts of a topic. Ramsey solutions has come out with this and they are not just for adults but for families as well. It’s a great resource because when we listen to how others answer some of these questions, we start to get a perspective and insight into who they are. Remember if we don’t know someone, we don’t typically trust them. We need to get to know people before we can trust them. When we are sitting down for lunch together, or the first few minutes of a weekly team meeting open up the deck and ask a question or two for everyone to answer. We will laugh and get to know each other which leads to building levels of trust.

Escape rooms

I love escape rooms not only are they challenging for puzzles, but by doing them we typically have others helping us. Someone has a different perspective to the clue and helps solve the puzzle typically. This results in us being able to communicate to solve things together which communication is key for trust. They are also fun because as we solve things together, we build confidence in each other. Bonds start to form and trust increases.

The third option is laser tag. Yes, I said laser tag. There is a place in Brandon Florida called CQ tactical. It’s laser tag, but with a twist. Two teams enter, one team wins. The teams are set up on missions like protecting a diplomat while the other team is looking to capture the diplomat. There is another where there is a bomb that has to be deactivated while you are being shot at by the other team. So many kinds of scenarios, but what happens is people have to work together, strategize together, and execute the plan to complete the missions. It is a lot of fun and laughs, with people building trust together to accomplish missions together. Just watch out for those girl scout troops, they are ruthless and sharp shooters!

Get out of the office and do some of these to build trust and communication with your team and you will see the benefits of a high trust environment.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

The Sales Process Uncovered Membership Page

Why Selfishness Affects Trust And Profits

March 11, 2023

When I teach organizations the trust equation and how to build influence, I run through the variables that affect trust. Why some people seem to be able to gain trust and influence better than others. It consistently comes back to one main variable in building trust.

it does not matter how competent, how reliable, or how vulnerable we are with others. If we are only out for our own gain, willing to step on others for our accolades, then we are going nowhere. That is right selfishness affects trust.

Selfishness is in the denominator of the trust equation and just like any fraction, the denominator has the most leverage. Now every individual is selfish to a point. It’s in our fight or flight mechanism that keeps us safe. We want to make sure our needs are met and that we are safe. Sometimes we take it a bit too far.

We all want to succeed at what we are doing and become successful in our careers, relationships, etc. We want that nice house, nice car, top of the line phone. No one wants to fail at their endeavors. Unfortunately, that fear of failure takes over and we start focusing how we can step on others to get to that next level then we are going to sacrifice trust.

If we are willing to sacrifice others for our gain then we are not going to be able to build trust with others. They will be able to see our intentions. We can hide our intentions for a short amount of time, but ultimately our selfishness will be like a light shining bright in the night sky.

When we act in selfish ways, people learn that they can not trust us to do what is right, just what is right for ourselves. Selfishness is a filter of how we see the world and how we function in it. We see our view of the as a means to an end for our own success.

Selfishness does not value others. It only values our gain. When others realize this, they understand that they need to interact in a way that protects them. Which means now they start acting in selfish ways as well. That means that others are affected and now trust really starts to erode in our organizations.

When we have low levels of trust, speed goes down, extra meetings happen, extra tracking files are needed, constant reporting, etc. Costs increase, from all of this excess tracking, resulting in lower profit margins.

When we have lower profit margins, organizations will then have to start cutting costs everywhere they can. That means layoffs, using lower quality materials in our of our products / services, making our offerings worth less. This then starts the downward spiral of lower revenues and accelerates the speed of bankruptcy.

We need to avoid this pattern if we want to stay in business for the long haul and we need to stop being selfish. We need to serve those around us and as a result we will be able to generate trust which will reverse this spiral and keep us profitable.

When speed goes up, costs go down. That means more profits. That all is affected by the trust and selfishness levels we have at our organizations.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

The Sales Process Uncovered Membership Page

Are you Building Trust During This Season?

December 24, 2022

Christmas is here! This is the time of year where we are giving presents away to others and enjoying quality time with family and friends. Ever stop to think why we find more joy at this time of year than any other?

In the book Well Being from Gallop who do studies on people for just about everything, they write about how spending and focusing on others actually makes our mood better. That’s why we need to really think about our intentions when we are interacting with others.

If we are in a bad mood, are we just trying to bring others down, or are we trying to help them? Are we trying to build better relationships, or just help ourselves get to a better place? What is the motivator here? Are we being selfish, or are we being giving?

Ever wonder why some people just don’t trust us? No matter what we do, it just seems like they will not accept us as being honest and worthy of trust?

There are so many areas that can derail trust, but today I want to focus on one huge variable in building trust that most people have a blind spot to.

The main variable in trust that derails most people is Selfishness. That’s right, the level of selfishness that is in us determines how much others will trust us. If our actions in working with people is only to accomplish what we want to achieve and not caring about others then we will not get gain trust. Selfishness is the largest factor of trust.

We all have difficult people in our lives. We are all selfish to a degree. Just look at a toddler and how they play with others with the same toys. They don’t share. They want all the toys. We have our wants and dreams and we want to achieve them and that is okay. The issue is when we want others to help us achieve those wants and dreams and not care about helping them as well. We forget that others need help as well when we are in that selfish frame of mind.

Zig Ziglar has a quote that states, “You can have everything in life you want, if you will just help enough other people get what they want.” Simply said, stop thinking about ourselves first and start looking to others on how we can help. Whether that is communicating effectively, lending a hand, or just listening to someone else we need to be focused on helping others. It’s just like farming. Planting one seed doesn’t net a huge crop, but planting millions of seeds, the harvest is plentiful.

That’s right if we truly want to others to trust us enough to help us, then we have to change our focus from one of receiving, to one of giving. We also need to do this for the right reasons.

We can be the most competent, consistent, vulnerable, people out there, but if we are only out for our own gain, well it will be an uphill battle to build trust. We must check out selfishness.

This Christmas when we are engaging others and attending Christmas parties stop and think about why we are engaging others. Look at our moods when we are exchanging gifts. Are we happier when we give or when we receive? Chances are when we watch other’s eyes light up with joy when they open that thoughtful gift we searched for we have that extra kick of energy and a larger smile.

Who is someone that you could build more trust with by changing the view from what can I get to how can I give this Christmas? It will help you build trust in the long term.

Merry Christmas!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Why This Questions Is Crucial With Others

December 17, 2022

Isn’t this a question we all ask? How can you help me?

All of us by nature are born with the innate desire to find out how we can be helped by associating with others. Call it selfishness, survival, whatever you want to call it. We are born with this desire to find out how we will benefit by the interaction with another.

Our customers want to know how they will get to a better place by doing business with us as well. Just like us, they want to know how their lives will improve. It’s up to us to answer that question each and every time we interact with them. If we chose not to, then we will find ourselves receiving price down requests instead of how can we help them innovate. No one wants to continually fight cost down requests. We want to have people coming to us for help and providing solid solutions for them.

The question we should be asking ourselves is what do we have in our capabilities to make the customer’s life better? How by doing business with us will we help them. This is a crucial change in our focus. Instead of focusing on how we can benefit, we need to shift that focus onto how we can help the customer. What is it that we, and our organization can do to help the customer get to a better place.

Do we have a software package that will allow for the customer to spend less time counting inventory with real time updates? Do we have interactive videos that will help the customer walk through and diagnose malfunctions with their equipment? How about an app that tells the customer when their robot they are using is not functioning as efficient and needs a service call before it breaks?

One thing that I have strived to do is add value in each interaction. It doesn’t have to be monetary all the time. It can be helping the customer with software that we are fluent in that they may be having issues with, ideas and local hot spots for a vacation location that the customer wants to travel to that we have also visited, life hacks, deals, helping them find toilet paper when the country is freaking out during a pandemic, connecting them with someone we know that can help them, etc.

The key is to take the focus off of wondering how we can capitalize from the exchange and how we can add value to the customer. I love the quote from Zig Zigler that says, “You can get everything in life you want if you will just help enough people get what they want.” Read that one more time and marinate on that for a few minutes…

It doesn’t mean we just give away all of our profit if we are selling something, but it does say constantly add value with those we come in contact with and focus on how we can help them. Not for how we will benefit, but how that person will get to a better place. It is harder to accept something with a closed fist, but with an open hand more can be added.

I know we are all in stressful times right now with what is going on in the world, but we will get through this and we will become stronger because of it. Innovation is happening each day and we will be ready for the next challenge. If we open up our hands today and help those around us especially in this time of need, we will get to a better place ourselves.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

The Question To Ask For Trust With Others

December 10, 2022

Today we get into the second question that customers are asking themselves when speaking to sales people. Do I trust you?

That is a huge question that if answered No, can stop you from selling anything to that customer. If they do not trust you then you are stuck and you can’t get past the first of five buying decisions.

I have spent the majority of my sales career studying why people buy. Being that I was an engineer there had to be an equation and magic was not going to be the answer. What I found is that when people use humor, are upfront, and show empathy towards others. That is when people really start to open up and trust.

I’ve had a manager that had issues gaining trust. This manager would openly tell anyone he first met within the first few minutes about his Christianity, but his actions would contradict what he would say he stands for. He was explosive to be around and would demand you follow his view points on business. If you challenged his view points, watch out!

This kind of behavior erodes trust the same as lying to others. Trust is crucial for any kind of growth between sales organizations and their customers.

So how can we grow trust fast?

1. Social Proof

2. Heart of a teacher

3. Open and honest communication

4. Encourage customers to show you opportunities for improvement

Social proof is using a mutual connection between the customer and yourself. So many people like Dr. Oz, Dr. Phil, music artists, etc would see huge followings after being on the Oprah show. Once they leveraged that connection, they were considered the go to expert. Now we can’t all get on the Oprah channel, but we can leverage anyone that we know who knows us well that could reach out on our behalf.

Having a heart of a teacher is offering help to the customer get them to a better place even if it does not benefit you. Teaching the customer to give them free knowledge for the heart of helping them is something that is lacking in today’s culture. People tend to only want to help if they will receive something in return. What I can tell you is that if you want to gain trust, you have to have a heart of a teacher to help the customer.

Open and honest communication means reaching out when you see something bad coming, but also making sure that the customer is not unsure about anything related to your products. Making sure that they are communicated to in a personal level is key. Pick up the phone when you can instead of just sending an email. This is something that I still struggle with sometimes when I am busy, but what I have learned is making sure I talk to the customer is key. Keep in mind the written word it taken negative most times when someone reads it. Most of communication is nonverbal, posture, tone of voice, etc. An email does not help with communication.

The last key thing to do is encouraging the customers to show you opportunities for improvement. Allowing the customer to feel like they are a part of the product design in the future makes them feel like they are a part of something more than just themselves. We all strive to feel like we are included in decisions, so encouraging them will allow for this to open up.

There you have it. Four ways to grow trust fast. Just put on your SHOE to walk with the customer… You need to have your shoes on if you plan to walk the talk.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Why We Need Relationships In Business

November 19, 2022

Good morning everyone,

I remember a story of a successful business owner that had sold his company and stayed on to support the transition. This owner had a pretty large company that was sold to an organization with a Chief Operating Officer that hated salespeople. This COO also believed anything done by salespeople could automatically be done through a business transaction from an internal call center.

This same CFO also discussed that business school professors from some of the elite universities even teach that relationship building outside of the professional transaction are not a good idea. People that are scholars in theory, but unfortunately not life application.

Golf outings were not allowed, customers meals were frowned upon, and basically anything that was not transactional was outlawed. I have also worked for companies that the focus was purely transactional and there was no focus on growing customer relationships, unless they had a purchase order attached. Now I am not saying you have to validate a golf outing with this blog, but the fact that relationship building is important.

If you are not meeting with customers regularly to learn about their needs, then how are you going to build influence? Sales is influence and the more influence you have the more sales you make. A lack of influence will quickly turn you and your product into a commodity! The only differentiating factor for a commodity is price. Then starts the race to the bottom where there is no margin and likely no quality.

Some of the most successful business owners that I have had the chance to sit with state that it is imperative to build the relationship with the customer. I have also been able to visit some of my old customers that I have not called on in years. They will smile, ask me out to dinner, and sit with me for hours to discuss where they are at with their current business situations. They even have asked for insight on what I might recommend still to this day! It is a great feeling that I was able to influence individuals enough that they will take time to catch up as well as look for my advice.

These conversations would not have happened had I not worked on the personal side of the business as much as the transactional side. Knowing your customers on a personal level and understanding their aspirations is a huge benefit. People want to know that they matter to you. Building that relationship is extremely important.

It is almost an art form watching an old sales professional work the personal relationship and send birthday cards for the customer’s family, as well as celebrating wins that the customer has had. Meetings on the golf course have transacted in large business deals that cannot be instantaneously measured. Looking back on the sales process and building relationships will allow your business to grow with your customers. The transactions do happen, but after work on the personal side. People will not buy from you if they do not know, like, and trust you.

I encourage you to leverage the personal side of business along with the professional side. If learning about people was not important than why do Amazon, Facebook, and your smart phones listen in on your conversations as well as track your searches? Statistics have shown that when there is a relationship in place between organizations a great deal of growth has happened as well.

Send a card for your customer’s birthdays, kids’ birthdays, weddings, anniversaries, etc. It is a great feeling to celebrate with your customers and form lasting relationships.

Remember the first buying decision a potential customer makes is the Salesperson. Grow that relationship!

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Be The Bridge

June 25, 2022

Have you ever wondered how some people just seem to build influence with others so quickly? That they just seem to gain engagement without much effort?

Today let’s talk about one of the concepts that I teach in my Unmatched Influence training, and is also part of my online Trustworthy training below. It’s called being the bridge.

This concept was something I stumbled onto when I was new to a particular sales territory that I moved into for one of the organizations that I worked for in my career. I was not the only part of the organization that was new to this territory. The entire organization was new.

We had no previous relationships in this territory so we were starting from scratch. We were hustling to get the business growing and fast. This part of the United States was also considered a good ole boy network. If you were an outsider, good luck…

I started building relationships with customers and prospects as fast as I could. I was working extra hours and getting to know the territory and who were the top prospects. While doing so I was building my CRM (Customer Relationship Management) database as I went. I was asking all sorts of questions.

There was a lot of caffeine and memorization as well. Back when my memory was great…

One day I was calling on a customer that was asking me about a software they were looking at using for their business. I knew nothing of the software and was curious as to why I was being asked. It was because I was an electrical engineer by training. Like just being an electrical engineer made me understand all types of software.

Granted I could probably debug some software issues and fix windows issues, but know all software was not something that I could sign up for. What I did know is that another customer about three hours north of this customer actually used this software.

I reached out to this other customer and asked if they wouldn’t mind answering some questions for another customer not in their territory. The answer was yes and they had a call which resulted in the customer asking the question to avoid some pitfalls that the other customer had. They switch over to the new software was a success.

What I didn’t expect is that the customer that I helped get in touch with this other customer was grateful and started confiding in me more and more. Asking me questions about more business solutions and ideas and telling others that I was the go to person for help.

This began a snowball effect which resulted in me getting more phone calls from potential customers than me having to chase them down. I was building influence faster and faster. Now the initial help that I offered by connecting the two customers did not result in sales that day, but it did build a relationship and influence in the entire territory fast.

I call this “Being the Bridge.” By connecting others that are able to help each other I am also granted influence and credibility as well. By being the bridge, I was able to gain much faster influence in my territory that I actually was being asked to stop in to help. It also netted me a great deal of business. I was growing my territory at a fast pace, I won the award for top sales person for the United States, and grossed more income all by serving the customers by bridging them together.

To build influence, we need to serve those around us whether they be customers, or team members. We need to use the open hand and not the closed fist when interacting with them. If we do so, we will be successful in building unmatched influence that will allow us to go further faster with others.

I hope this helps you on your journey to building influence.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

What Are The Ramifications?

June 18, 2022

Ramifications are all around us. From the decisions we make, to decisions that others make that affect us. These ramifications come about from all sorts of different directions. It’s like pushing a domino and watching them race forward knocking down the next and the next. We have ramifications for our decisions that we make and we need to help others navigate their ramifications for their situation and issues as well.

Today I want to focus on the ramifications of our customers and team members decisions on how they respond to their situation and issues. The past weeks we talked about issues and how to help understand the customer and team member’s current issues they are facing from the situation they are in.

We need to also understand what the ramifications are if the issues and situation are not resolved to the outcome they want. This may mean that they end up buying a competitor’s product / service, or joining another organization to where we have to find a new person that fits our culture, has the tools we need to perform the task we need them to perform, etc.

It benefits us to make sure we are reaching out to help our customers and team members that are facing a situation and issues to avoid the ramifications that hurt our bottom line. Not so that we are just focused on our bottom line, but that of serving. By doing this we can actually build trust and engagement with customers and team members.

A great deal of sales professionals and leadership people think that it’s just a numbers game and to a small point that is true, but for the majority by showing up and showing we care we can maintain long lasting relationships and avoid the waste of money on onboarding new customers and new employees. We need to put a value on others in order to build lasting relationships and trust. Otherwise we risk spending more money to onboard.

Every customer and new employee has a cost involved with getting them set up and up to speed with our systems and processes. We lose time and money when we have to consistently perform this loop. Now we can’t eliminate every instance of this, but we can minimize this by focusing on serving our customers and employees.

Asking questions to understand the situation, the issues, and the ramifications will help us to understand our customers and employees. When we truly understand these three areas, we can then help find solutions for them that likely will minimize cost impacts to our organization.

When we are successful in helping them, trust goes up which means speed goes up and costs go down.

This means more PROFITS!!!

Who doesn’t like more profits? We also gain more engagement from this process of understanding others as well which means that we will be able to make it through the hard times together.

We need to take the focus off ourselves and serve those around us if we are going to gain traction.

For more information on building trust and understanding people check on the links below for my online trainings that you can do at your own pace.

Have a great week!

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

What's The Issue?

June 11, 2022

Have you ever tried to jump a hurdle in track? Ever done a tough mudder, or savage race that has mud and obstacles scattered all throughout the course? These are the issues that we are facing in those two situations that are keeping us from the finish line.

A couple weeks back we talked about the situation that people are in. That is their current state that the customer, or employee is in. If not rectified can cause them to find a solution that may not be the best solution for them.

Today we are going to talk about the issues. Each person has a situation, issues, and ramifications. The issue are the items that are affecting the situation that the customer, or employee is currently in. What is stopping them from moving forward to the place they want to get to. The issues are the obstacles, or the hurdles they currently see before themselves.

We as sales professionals and leaders need to understand the situation and issues of those we come in contact with. Otherwise, we will not be able to help them get to that finish line. If we don’t help them, they will search out the solution they think is best and likely won’t stick with us.

It is our duty to understand what the issues are for those that we come in contact with so that we can help them. It affects our bottom line. If we think we can just replace a customer, or team member we can, but there will be a loss of time and money involved with this decision. This is an area that most businesses have had to focus on as they are hemorrhaging money affecting their profits.

Engagement is low when we treat customers and team members as just another cog in our machine. We need to place value on them and focus on understanding their issues to keep them engaged. By engaging them and showing these individuals that we care, they will open up to us.

How do we do this? We ask questions. Lots of good questions to understand what is going on and what are their perceived issues. Kind of like a therapist ask questions to understand the surface level issues and then quantifying questions to go deeper to find the real issues. If you have never been to a therapist, I recommend doing an initial session, but know that something will come up that you did not see coming 

What kind of questions should we be asking? Sales people have been taught for years to ask only open-ended questions which are questions that cannot be answered with a yes / no answer. I use open and closed ended questions because conversations flow with both better. If we ask too many open-ended questions people get defensive. Maybe that is why people cringe when they think about sitting with a therapist.

We need to uncover the issues that people are facing if we will ever be able to think about helping them. If we just assume we know the answer then we risk making an ass our of u and me. Yes, that was a little profanity and I apologize, but it is literally how assume is spelled 

Focus on understanding our customer and team members and we will begin to help them in the future.

Next week we will discuss the third part of how we can help and it will help you to focus better on figuring out the correct solution.

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

We Need A Break!

June 4, 2022

This weekend is a reminder of my father who recently passed away in April. This would be his birthday week as well. As I reflect on this I am reminded about a few things about him.

He was a father, fire fighter, electrician, beer truck driver, and the list goes on and on. It was hard to keep up with him most days even when he was retired. He was a worker which resonates with our last name. See back in old country as I am told our name comes from where you were on the mountain. Being we were not Topbottom means we were workers. We were not royalty, we did the hard work and thrived in it.

He worked three jobs at once when I was a child and was both my father and mother for quite a bit of my life. He made it to all but one of my highschool competitions, in which he consistently beat himself up about missing. I reminded him that it was okay, but he kept to the tasks. He was always working to finish the next task.

He was a remarkable man, but one thing he didn’t do much was take a break to go have fun that often. He was all about finishing the tasks and moving on to the next task. This is a trait that I have adopted for most of my life, but with the help of my caring wife, we have grown my ability to take time and slow down. She was very influential on buying a boat and taking trips which is good for me to slow down. Who doesn’t want a wife that would encourage us to buy a boat?

We need to work hard and get things done, but it is good to take time to relax and go to a lake for a weekend, take a trip to the ice cream shop, and spend quality time with the kids. We need this to refuel our tanks. We can’t keep running on empty all the time or we will get burned out.

We need to have these breaks especially with the stress levels we have been under from the pandemic. We are meant to get out and have community. We also need to have fun and enjoy our lives.

Too many people keep putting off fun until later. Telling themselves that when they retire, they will finally relax and take time to enjoy life. The issue is a good deal of these retirees end up sick, or die soon after they retire. Maybe it’s because they are bored to death, or something else, but I believe we should be working even after we retire from our day jobs.

We are meant to work and to have community. So why not focus on taking time to rest and enjoy quality time with friends and family going on small adventures periodically instead of waiting until retirement? All work and no play drains us mentally and physically.

Stop putting off tomorrow for tomorrow may never come. This does not mean that we need to just have fun and live under YOLO (You Only Live Once). We need to enjoy ourselves and fill those tanks that will get emptied during those not so fun times. Especially when those times that drain us seem to last for longer periods than the great times. Take the small wins and savor them so they can fuel you during the next grind.

What is something you have been putting off for tomorrow to refuel yourself?

“Businesses wonder why it is still hard to be thought of as the brand of choice with customers. How can our business make more profitable transactions and stay out of the commodity battle with low profits? I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

Why They Don’t Trust You

April 9, 2022

Have you ever wondered why someone you have been trying to build trust with just won’t give you trust? No matter how hard you try, they just won’t do it?

Did you know there are different levels of trust and that trust is a marathon, not a sprint?

If we want to have trust with others, we need to take the focus off of ourselves and focus on others. We need to answer three questions at every interaction.

Do I like you?

Do I trust you?

How can you help me?

Those three questions have a great deal of parts to them, but if we struggle at any one of them, we will not be building trust. I wouldn’t trust my life to someone who read about packing a parachute online once compared to someone who does it for their business. It took time for the person to get qualified. So why do we think that everyone should just trust us?

There have been a great deal of stories about people trusting someone with their finances and it is all gone. Nest eggs crushed by somone that wanted to use the money for their own lifestyle instead of investing for the client. Organizations have done this as well.

Ever heard of Enron or Bernie Madoff? Fraudsters are like social media experts as they can swindle people out of money with all the new trends. People are even being taken advantage of for Covid with new scams. It is crazy how good these people are.

Life has taught people to not blindly trust each other. Experience after experience has taught us that we need to be on guard. The old way of innocent until proven guilty has been flipped upside down to where we are now guilty until proven innocent. Even now if we are proven innocent people still think of us as guilty due to all the fake news out there.

People do need to extend trust, but that is not likely to happen freely right away. It is like climbing a large staircase. One step at a time answering the three questions every time we interact with the other individuals. We need to take the focus off ourselves and we will start building trust to some day have that trust level we desire others to have for us.

Focus on the marathon and not a sprint when building trust and you will build the levels of trust with others, but it takes time.

Have a great week!

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business. I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training

The Supply Struggle Is Real

March 26, 2022

In the past couple of years with a pandemic and supply chain issues, it has become crucial to make sure we still deliver at high levels with low costs. Organizations have had to pay higher costs to ship goods from overseas, weather has affected larger parts of the country, and there are constant requests from suppliers to increase pricing in the name of higher costs.

As sales people we don’t always want to go to customers with price increase after price increase. It sometimes feels like death by a thousand cuts as one VP states. Sales people want to sell and then collect a pay check in most cases and hate the constant requests to get price increases. It is a difficult balance between customer relationship and keeping our organization afloat.

If you are in leadership, or in sales these issues have been hitting all of us quite regularly. It seems everything is increasing and there is no end in sight. There are plenty of factors to blame, but pointing the finger never resolves the issue.

I’ve worked in organizations that do not want to hedge market stability so they set up raw material adjustments. Now it seems like there is a request for logistics adjustments that will be needed. A great deal of purchasing and sales teams are wishing things would go back to what they were, but unfortunately the reality is that it will take a market crash to really level set. Especially with the consumption of raw materials increasing to where even lumber mills can’t keep up with demand.

There will need to be quite a few things that need to change in order for us to make things get to a calm state and fluctuations to calm down. Better forecasting will be crucial with greater levels of communication from customers and suppliers. There will need to be a seize to just in time delivery imposed by some industries. There will also need to be some holding more materials to support the demand right now.

We all need to work together, customer and suppliers creating a better communication system with lower finger pointing if we are to get back to a better quality of life. Every industry is impacted with these issues so simply jumping to a new organization is not necessarily the resolution. We need to really work together to find a better way.

Yes some ideas that we try, will not work. But that is the great thing about the lightbulb. It took over a thousand attempts for Thomas Edison to create the lightbulb. We now have the technology to improve efficiency, but we need to look at how we can work together, team up, and give each other the benefit of the doubt. No one software package, communication tactic, or demand will cure this. We have to have empathy for each other and work together to solve the issues.

Greater levels of communication and transparency will be required to move forward. Those are crucial in building trust. Let’s stop the finger pointing and find solutions and we will all get to a better life soon enough.

Have a great week!

Sincerely,

Kevin Sidebottom

“Businesses wonder why the majority of their sales teams struggle at winning profitable business. I equip your sales team to walk with the customer through the five buying decisions, and in the correct order to generate explosive revenues with greater profits!”

https://www.amazon.com/Sales-Process-Uncovered-Success-Influence/dp/0578421518 - Book

https://drive.google.com/file/d/1lWIVasmkFsoYL4h0AqIZgH6LC3qaw_gI/view?usp=sharing – client profile sheet

https://kevinsidebottom.kartra.com/page/5AF12 - Sales Process Uncovered Online Training

https://kevinsidebottom.kartra.com/page/68N10 - Trustworthy Online Training