Want to Build Trust? Start with the letter C
Credibility is typically linked to knowledge. A person goes to school, gets a degree and then they are finally credible on a subject. While that is very true, there are other aspects to Credibility that many do not think about.
Hey everyone,
I have noticed a rise in interest in learning about building trust. Today Trust is in high demand. Employees and management need to establish trust more than ever especially with the working remote situations. In uncertain times, it is trust that is the key ingredient in moving forward and achieving desired goals.
There are many aspects to trust and how to build high levels of trust. Different environments also require different levels of trust. I have been asked many times for a simple roadmap in building trust. That is why I have created the Trust equation. Something simple for people to remember and be able to apply. I have also spoken to Multi-Billion dollar organizations to help teams build trust by using this equation.
Today I want to focus in on one part of that equation because going into the entire equation in one sitting would require a great deal or reading on your part. For today let’s focus in on “Credibility.” Credibility actually has a few components to it and some that most people don’t think about.
Credibility is typically linked to knowledge. A person goes to school, gets a degree and then they are finally credible on a subject. While that is very true, there are other aspects to Credibility that many do not think about. One is effective communication and the other is called “being the bridge.”
I have seen very intelligent individuals lose credibility because they could not effectively communicate with others. That’s right, just because they have a great deal of knowledge, does not automatically grant them credibility. Everyone needs to be able to communicate effectively! There are many courses that help on effective communication topics, but the biggest effect on communication is the ability to break complex topics into understandable language. That means not using really big dictionary words when a simple word can be used. If we can communicate effectively then we can build trust and generate credibility.
Now the other component I mentioned earlier is what I call “being the bridge.” This is something that I learned when I first got into sales. If I was able to connect people needing help in a certain area with those that had the knowledge, I built credibility. That’s right because I was bridging the gap for them, then I am deemed a credible source as well. When we bridge others together, we are associated with one that adds value. Adding value is key in trust building and being a bridge will help us gain influence. This is one of the main ways I have been so successful throughout my career. I have built a great deal of credibility by bridging others together.
Bring knowledgeable, communicating effectively, and being the bridge will allow us to become more credible. Consistently showing up to add value and help others is the way to growing trust with anyone we interact with.
If you would like more information on building trust reach out and set up a call so we can discuss and I can point you in the right direction!
Have a great day!
Sincerely,
Kevin Sidebottom
“Businesses wonder why the majority of their sales teams struggle at winning profitable business. I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”
You only get one chance to...
The sales process is the key to mastering the art of first impressions, building rapport, and likeability. Once we master the first buying decision of the sales process, we can build rapport with those around us faster!
Good morning everyone!
I hope you are enjoying your summer with your kids home from school, taking trips, and enjoying some downtime in the sun!
I have been thinking about this topic for a while now and decided that it was time to step up on my soap box. I firmly believe that we all need to know how to sell in order to make great first impressions. Whether we are going for a job interview (selling ourselves), out on a date (selling ourselves), leading an organization (selling vision and ourselves), or selling a product or service which means we need to know how to sell (ourselves), etc.
No matter what we are doing, we are selling ourselves as the best option for those around us. We share stories, build friendships, engage with coworkers etc. all of the time. Some people do this really well and some unfortunately do not. This is not simply determined if you are an introvert, or an extrovert to determine if you will do this well. What I am saying is that some just don’t sell themselves well enough.
There are three questions everyone asks at every interaction and they are as follows:
Do I like you?
Do I trust you?
How can you help me?
In seven seconds, a decision is made about the other person based off these three questions. Now there are so many aspects to how one can affect those three questions, that it is key that we know how to sell and why these three questions are affected. Learning the sales process if even just for only buying decision 1, we are definitely on solid footing to move forward with other people.
How we are dressed, what the environment we are in, our posture, our speech patterns, and many more aspects affect how people form their decisions about us. Have you ever heard the phrase. “we only get one chance to make a first impression?” This is because once someone makes that impression about us, it is extremely hard to change.
The sales process is the key to mastering the art of first impressions, building rapport, and likeability. Once we master the first buying decision of the sales process, we can build rapport with those around us faster! This will enable us to make great first impressions, obtain engagement from those around us, and create stronger relationships.
Wouldn’t it be nice to know how to sell and build relationships to make our lives better?
If you’d like to learn the sales process and how to gain influence, I have launched my online course. It will enable you to master sales, implement the simple to use process, and become a top performer!
Sincerely,
Kevin Sidebottom
“Businesses wonder why the majority of their sales teams struggle at winning profitable business. I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”
Rapport Is The Building Block For Influence
I was reflecting the other day on building rapport with others which is essential in building influence with others. Building rapport is especially important during this time with the pandemic keeping all of us separated.
Whether we are a coach, meeting with a client, or are taking part in an interview we need to be able to build rapport quickly. We form our first impressions of others in less than 60 seconds. These two questions “Do I like you? and Do I trust you?,” are answered in that 60 seconds. If you want influence, then you need to be able to build rapport.
People also associate with others that they know, like, and trust. I have even heard of people being hired because they were more relatable even though they were not the most qualified. Isn’t that interesting. Rapport building is an essential skill to have if we are going to interact with other people.
So how do we build rapport?
Here are four ways that I build rapport with others:
Be Helpful
Be willing to help them with whatever they need help with. Go the extra mile to help others even when we think we have done enough. One step further... It could be helping a child with an assignment on the football field going through the play with them one on one and then helping them step through the steps in that process. It could be jumping in to help unload something that the person we are meeting with is trying to unload from a truck without trying to get something from them in return. It could also be helping sweep up a mess that has happened for the customer while they are trying to fill an order, or sending follow up note to the person that the task was completed for them by your organization. Being genuine and helpful will go a long way at building rapport with people.
Be Intentional
By being intentional I mean really look to find common ground with those people we are interacting with. This can be researching them on social media such as Linkedin, Facebook, local associations they are affiliated with, google etc. Being intentional to learn about those people and their interests are very impactful. Not just to gain a sale, but to be intentionally curious about them and hear them.
Be Respectful
People want to feel valued and that they are important. Why not make them feel that way? Let them know that we have their back and are willing to do the work with them. Call them sir or ma’am when they are older than us is a good way to show respect. Using their name (sweetest sound to any person is their own name), using our manners, asking them questions. By being respectful we are showing respect and who doesn’t like some R.E.S.P.E.C.T.?
Be Enthusiastic
Show some enthusiasm with the person we are talking to. Use humor, make them feel comfortable, and lower the tension. People that smile and make people laugh are far more enjoyable. These people build rapport more so than someone who walks around like the Winnie the Pooh character Eeyore that moped around and never showed excitement. People like to be around light hearted and fun people. Show some enthusiasm and energy. People gravitate towards others that are full of energy.
There you have it, think of H.I.R.E. when you are looking to build rapport. Focus on others and help them get to where they way to go, be respectful and be enthusiastic in order to build rapport. We want the person to like us so much that they can’t think of anyone else they would rather talk to for our subject matter.
If you are interested in building more influence click the image below and you will be taken to my course. I will guide you in the principals on how to answer the three questions that everyone asks at each interaction.
Have a great weekend.
Sincerely,
Kevin Sidebottom
“Businesses wonder why the majority of their sales teams struggle at winning profitable business. I teach your sales team to walk with the customer through the five buying decisions, and in the correct order to generate more sales with high margins!”