My grandmother was known for reading a book a day. I’m not exaggerating! As a matter of fact, she is famous in our family for reading all of the books in two libraries! She had the habit of waking at 4:00 in the morning to have quiet time to read. Grandma Esther loved to learn. Imagine what you could learn just by intentionally reserving time each day to read. I hope to instill this love of reading in my children as well.
The Trust Edge Book
A Drawing of the Trust Edge: Making a Lasting Difference | The Trust Edge
At the SSM Healthcare event last spring, an attendee drew up a graphic version of The Trust Edge.
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Eight Ways to Increase Sales in the Trust Crisis | The Trust Edge
We are in a crisis, and it’s not the financial one. At the World Economic Forum in China, world leaders got it right when they declared that our biggest crisis is a lack of trust and confidence. We are in a trust crisis and few people really understand the bottom line implications.
Trust not only affects credit and government relations, but it also affects every relationship. And as we know, sales is all about relationships, and your primary currency is not money – it’s trust.
If you think trust is just a “soft skill,” consider the impact of Tiger Woods’ behavior off the golf course, which lost him millions of dollars in just a matter of weeks. One breach of trust at Penn State University could cost them $1 billion over the next decade. If you have a loan on your home, your mortgage payment is based on your credit score, which is essentially a trust score. The more the bank trusts you, the higher the score, the less you pay over the course of the loan. Trust impacts the bottom line.
Sales people can get caught up in seeking the newest sales tactic or closing technique, but without trust, they won’t even get in the door. Without trust, you lose sales. But when individuals acquire what I call the trust edge—the competitive advantage you gain when others have a confident belief in you todo what is right, deliver what is promised, and to be the same every time, in spite of circumstances—it shows in every relationship, and eventually is demonstrated by increased sales.
Trust is the unique commonality of the most successful sales people. Obtaining this level of trust isn’t easy, so if you are looking for a quick fix, don’t look to trust. Trust is like a forest—it takes a long time to grow, and is easily burned down with a just touch of carelessness. The good news is that we can build this fundamental key to success by building and maintaining eight pillars of trust.
1. Consistency: In every area of life, it’s the little things—done consistently—that make the big difference. If I am overweight, it is because I have eaten too many calories over time, not because I ate too much yesterday. It is the same in business. The little things done consistently make for increased sales and retention, and a higher level of trust. The great sales people consistently do the small, but most important things first. They make that call and write that thank you note. Do the little things, consistently.
2. Clarity: People trust the clear and mistrust or distrust the ambiguous. Be clear about your mission, purpose, expectations, and daily activities. When a manager is clear in expectations, she will likely get what she wants. When we are clear about priorities on a daily basis, we become productive and effective. When a sales person is clear about the benefits, people buy.
3. Compassion: Think beyond yourself, and never underestimate the power of sincerely caring about another person. People are often skeptical about whether a sales person really has their best interests in mind. “Do unto others as you would have them do unto you” is not just an old saying—it is a bottom line truth. If followed, you will build trust.
4. Character: Do what is right over what is easy. Sales people that have built this pillar consistently did what needed to be done when it needed to be done whether they felt like doing it or not. It is the work of life to do what is right over what is easy.
5. Contribution: Few things build trust quicker than actual results. At the end of the day, people need to see outcomes. You can have compassion and character, but without the results you promised, people won’t trust you. Be a contributor that delivers real results.
6. Competency: Staying fresh, relevant and capable builds trust. The humble and teachable person keeps learning new ways of doing things, and stays current on ideas and trends. According to one study, the key competency of new MBA’s is not a specific skill, but rather the ability to learn amidst chaos. Arrogance and a “Been-there-done-that” attitude prevent you from growing, and they compromise others’ confidence in you. There is always more to learn, so make a habit of reading, learning, and listening to fresh information.
7. Connection: People want to follow, buy from, and be around friends – and being friends is all about building a connection. Trust is all about relationships, and relationships are best built by establishing genuine connection. Ask questions, listen, and above all, show gratitude—it’s the primary trait of truly talented connectors. Grateful people are not entitled, they do not complain, and they do not gossip. Develop the trait of gratitude and you will be a magnet.
8. Commitment: Stick with it through adversity. People trusted General Patton, Martin Luther King Jr., Gandhi, Jesus and George Washington because they saw commitment and sacrifice for the greater good. Commitment builds trust.
Building trust with prospects and clients in this suspicious environment does not start with the economy, government, or even your organization. It starts with YOU—you can build these pillars and enjoy greater relationships, revenue and results.
David Horsager, MA, CSP, is an award-winning speaker, author, producer, and business strategist who has researched and spoken on the bottom-line impact of trust across four continents. He is the author of The Trust Edge: How Top Leaders Gain Faster Results, Deeper Relationships, and a Stronger Bottom Line which gives the framework for building trust at work and at home. Get free resources and more at www.DavidHorsager.com and www.TheTrustEdge.com.
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This Single Truth is the Same in EVERY Science | The Trust Edge
The Single Secret To Growing Revenue and Lowering Cost | The Trust Edge
Every time you find a culture of trust, there are lower costs, higher returns, less overhead and greater impact. This 2 minute video is a great example of what all of my research revealed as far as costs going down when trust goes up!
This does not mean I believe we ought to trust everyone. But where trust increases…
Gardening, Marriage, Trust, Dollars, Honor System, Money, Trust in Relationships, Consumer Trust
The C-Myth: Does Coffee Make Me Smarter And More Energetic? | The Trust Edge
Do you ever feel like you need just one more cup of coffee or 5 hour energy to keep yourself going? Researchers at Johns Hopkins would kindly ask you to reconsider the impact it has on your emotional intelligence (EQ), which can be affected even from 1 cup of coffee.
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High Point University | Trusted Company of the Month
When Nido Qubein took over as president of High Point University, he decided to change the way most colleges view students. Inexpensive sturdy wooden couches in resident halls and lounges were replaced with high-grade leather ones. Older televisions were replaced by the newest flat-screens. The list of upgrades goes on and on, and High Point University is a gorgeous facility today. Many universities might worry that the students would abuse the nicer amenities. Qubein told me, “We have seen the opposite. If you respect people, they will step up. Trust is fundamental to all we do.” The payoff: more students, greater visibility, a better work environment, higher retention and productivity, and a place where pride abounds among students, faculty, and staff.
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Pepsi Co.: The Leader that Made Compassionate Cola | Trusted Company of the Month
Growing up in Madras, India, Indra Nooyi had always dreamed of living in the United States. It started when she came to the U.S. to earn her M.B.A. from Yale in 1978. She joined PepsiCo in 1994. In 2006 Nooyi became CEO of PepsiCo and has since led the mega brand that is in nearly 200 countries. Her legacy is that of compassion with an eye on the bottom line. Her motto: Performance with purpose. She shares her vision by saying, “We bring together what is good for business with what is good for the world.” How has she built the Pillar of Compassion that has changed the bottom line?
- When Nooyi was awarded the CEO position in a race with a long-time colleague, she immediately flew out to meet the colleague and asked what she could do to keep him. She nearly matched her salary, among other things, and a great team was born.
- Nooyi made a commitment to move away from unhealthy food and drinks. Examples in the works are high-fiber oatmeal and low-calorie Gatorade. According to Michael Useem, “By 2010, Nooyi has pledged, half of Pepsi’s US revenue will come from healthful foods.”
- Nooyi has championed moves toward renewable energy and has campaigned against obesity.
What has happened because of decisions made by the lady known as the “Caring CEO”? Profits have soared. And so has influence and impact of the $39 billion PepsiCo.
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A Quick Trust Reminder | The Trust Edge
Trust, not money, is the currency of business and life. In a climate of trust, people are more creative, motivated, productive, and willing to sacrifice for the team. What happens when a business gains The Trust Edge? Every aspect of business becomes profitable. You must realize the impact of trust and implement the 8 Pillars to gain The Trust Edge.
By earning The Trust Edge, you will gain a significant advantage that extends far beyond the bottom line. Our hope is that this foundation of trust will become a part of who you are. To receive a list of 18 ways to build trust, email us at email@example.com and put “Tips” in the subject line.
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