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Trust is not what you think it is. It is not absolute or universal. Trust is relative. The same behavior that would cause one person to trust you could cause another person to distrust you. The level of trust someone has in you is the product of their trustfulness (their willingness to trust other people) and your trustworthiness. There is almost (I said ALMOST) nothing you can do about the former, and everything you can do about the latter. Because of that, you must evaluate your own trustworthiness one relationship at a time, separately. Odds are, though, that the same behaviors that are holding you back from being more trusted in one relationship are holding you back from being more trusted in other relationships. Welcome to The Trust Show. I’m your host, Yoram Solomon, a top 10 trust expert and researcher, the author of the book of trust, and the creator of the Trust Habits® workshop that helps people and organizations form new habits that change old behaviors, build trust, and transform organizations. In this educational podcast, I will challenge you to think differently about trust, through the 8 laws of trust and the 6 components of trustworthiness. I will share my own stories, experiences of others, trust research, and sometimes, reflect on a news item. And through those, I will show you how to build trust, be trusted, and know who to trust. Because the answer to this question will have the biggest impact on your personal and professional, success or failure: can you be trusted?
Episodes
Tuesday Aug 22, 2023
Tuesday Aug 22, 2023
Several things happened to me lately that made me focus on one of the branches of that work. At a conference I was speaking at, senior executives approached me and said, “That’s all great, but can we sell more with trust?” To me, the answer was clear, “of course you can! And not only can you sell more with trust, but you can even command higher prices with trust and increase customer loyalty!” Actually, the first book I wrote that had the word “trust” in its title, the first one in the series “Can I TRUST You?” had the subtitle “50+1 habits that will make you a trustworthy salesperson.” The other thing that happened was that within days, Thinkers 360 named me one of the top 50 (actually, #12) global thought leaders on trust AND one of the top 50 (number 17) on customer loyalty for 2023. And the last thing that happened was that I saw a significant increase in demand for one of my keynotes: win with trust, not low price: how to sell more, raise prices, and increase loyalty.
So, in this episode, I will start with some of the higher-level, more strategic perspectives on why trust is so important for sales. In later episodes, I will go “down and dirty” into specific tips about being a more trusted salesperson.
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