I recently read the book The Trusted Advisor by Maister David H.Trust is based on four components: credibility, reliability, intimacy, and self-orientation.5 essential skills needed to build trust: listen, partner, improvise, risk, and know yourself.People can make serious judgments of trust very quickly. Trust is a mix of rational and emotional, and snap emotional judgments are commonplace.Shift your mindset from time based thinking. The felt boundaries of time are everywhere: budgets, quotas, new years resolutions, metrics, ROI (return of investment). This is all time-based, there is nothing wrong with time-based as it helps to gauge progress, to review, and evaluate. But all too often it steers you in the wrong direction, when you use it to measure reality you use it to control reality.4 reasons we can't listen: A habit of talking, everyday distractions, a fear of intimacy and the little internal voice.In building trust, it’s mindset and skillset that matters.People buy with their hearts, and then rationalize with their minds.Human beings have a tendency to return a favour done for them. It's the best way to influence behaviour.Don't badmouth competitors, in fact it's better to pass on work that doesn't align with your offering and it builds trust being transparent and not just money driven.The best way to sell is to stop trying to sell. The best way to influence, is to stop trying to influence. the best way to gain credibility is to admit what you do not know.
