Category Archives: Principle ~ Trust

Sep 16 0 comments
Principle ~ Trust, Uncategorized

Want to be Trusted? Be Trusting

Trust is reciprocal and empowering.  Trust imbues trust.

In order to expect to be trusted, being trusting is essential.  Give first and you’re likely to get.  In fact, we all know someone who, without precident, is not trusting.  It’s hard not to doubt that person’s intentions.  It makes you wonder what they’re afraid of and believe if they’re likely to do unto you as they believe you will do to them.

How does this relate to trusting your prospect?

I’m not suggesting you trust that they will call you back necessarily; although you can allow them to do so as long as they agree on how you’re allowed to follow-up if they get to busy and forget — always have a gracious, proactive back-up plan.

On a higher plain, trusting there’s a deal in place without a contract yet may be in order.  Don’t spend the money yet, but that’s not the point — we’re talking about fortifying the relationship by being trusting.

How do you extend trust to your prospects and clients?

Jan 26 0 comments
Principle 0 Mindset, Principle 4 Trusted Advisor, Principle ~ Trust

More on Trust

The strength of your foundation is fundamental to the height of your relationshipTrust:  The Foundation of all relationships.

Cornerstone #1.

There are at least 10 components to establishing and nurturing trust.  The following posts will dwell on what must take place in order to build the vital foundation to support trust.

The first block in the foundation of trust is:

  • Always tell the truth
  • And make sure you’re understood clearly.

That’s it.

Photo Credit:  John J
Jan 13 0 comments
Principle -1 Planning, Principle 0 Mindset, Principle 1.5 Technique, Principle ~ Trust

The 10 Layers to Effective Sales Team Building

Your Alliance Team should participate in regular conversations to build a working relationship built upon  10 layers of awareness:

  1. Trust
  2. Character
  3. Self-discipline
  4. Commitment
  5. Affirming Attitude
  6. Vision
  7. Values
  8. Willingness to change Behaviors
  9. Motivation
  10. Tenacity

The 10 CommandmentsRecognize the opposing forces which may show up in your Advisor Alliance Team as various symptoms:

  1. Mistrust
  2. Lack of character
  3. Inertia
  4. Lack of Commitment
  5. Cynicism
  6. Lack of focus
  7. Egocentricity
  8. Resistance to change
  9. Impatience
  10. Aversion to conflict

We will discuss each of these foundations and their oppositions how they are expressed, taught and practiced and how to recognize when there is a breakdown.  Stay tuned.
Mar 25 0 comments
Intentional Appointment Setting, Principle 3: Endorsement, Principle 4 Trusted Advisor, Principle ~ Trust

Referrals VS Appointments with Ideal Prospects

If client referrals are King, then personally prearranged appointments with ideal prospects are Queen.

King_moveQueen_moveGiven that, in the game of chess, the king is all-important, the queen is all-powerful.  How far can a Queen move and in how many directions? 

Whereas a great client can refer you to, let’s say, 8 prospects, not unlike the range to adjacent squares for a king, a great Advisor Alliance partner can personally introduce you to 27 ideal prospects and do it again in the following 2 weeks!  Of course, this is a visual analogy, and you get the point.

 

What’s the difference between a referral from a customer and a personal introduction in the form of a scheduled appointment from a trusted Advisor Alliance partner? 

  • Intention
  • Reciprocity
  • Ability
  • Opportunity
  • Consistency and reliability

Asking for and receiving client referrals should be automatic.  They are one of the highest form of advocacy when properly executed.  There are many blogs, companies and books on the subject of referral selling. 

There’s only one way to learn how to automatically receive 8 to 12 automatically scheduled appointments with ideal prospects.  Email your Name, title, and business address to receive the FREE, unique report on, "The 10 Big Breakthroughs in a Salesperson’s Life."  I highly advise it.

 

Mar 10 2 comments
Principle ~ Trust

Trust: The Alpha and Omega

What is the one element which must be in place for a prospect to purchase from you at least once?

Trust_2

Byron Webster, founder and Chief of Whisperlabs, sagely suggests that in order to sustain client relations, trust must be reciprocal.  Bottom line:  "extend trust to your customers."

Speed_of_trust_3In his book, The Speed of Trust, Stephen M.R. Covey (Steven R. Covey’s son), outlines 13 behaviors which establish trust, the last being, extend trust.  Whether it is to establish or restore trust, extending trust is essential.  Giving people responsibility but no authority or resources to complete tasks stunts the growth of trust.  Simply put, you will be trusted at the level you trust others. 

The foundation to alliance selling is trust.  While many relationships survive on their own, business relationships such as Advisor Alliances, Strategic Alliances and Business Masterminds thrive in a structured environment.  To speed up engagement, sustain growth, weather turbulence and endure chaos, intentional business alliance partners can be educated and reminded on the principles and aspects of trust that keep them together.

Structure, whether it be simple systems, technology assisted or institutionally organized is paramount to the speed of growth and sustainability of powerful business alliances.

To maximize the effectiveness of your business networking group, company partnership, strategic alliance or referral partners, send an email to alliancescience at ownershelp.com for the seminal, FREE report on how to get other people to regularly and consistently set appointments for you with your ideal client prospects — people who don’t know you but already like and trust you.