Gautrey Unleashed

Seven Ways to Build Extraordinary Trust

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If you want to become more successful at selling, make sure that your customer trusts you. It doesn't matter what you are selling (product, service or idea), or who you are selling to (client, colleague or spouse). The more trust you engender, the more likely they will buy. There is no need to waste your time here with lengthy rationale. Just consider the last time you bought something from someone you distrusted. My bet is that you'll find it quite hard to think of an example. Much easier is to think of a time when you bought something from someone you did trust. How did you feel about the transaction? What difference does it make to you that you trusted the individual (or company)? Rather than debate how you might be able to Read More

The Importance of Trust

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Pause and consider for a moment when people are influencing you — to what extent is it important that you trust them? For most people this is absolutely essential. If you trust them you will believe what they are telling you; you will think that they are genuine in their concern for you and are really trying to help you make the right decision. Therefore, you can rely on them to a large extent. If you find yourself being influenced by people you do not trust, my guess is that you will probably feel pretty bad, perhaps because you are being forced into making a decision or that you are very uncertain that you are doing the right thing. That is entirely natural, even though Read More

How to Be Understood

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A couple of weeks ago I was at a conference where one of the key challenges the delegates were facing in their organisations was not being understood. They were struggling with gaining buy-in from their senior colleagues to the contribution that they were making, and they also felt that they could add extra value if given half a chance. “They simply don’t understand us,” was the sentiment from one delegate. Most people have an innate need to feel that they are understood by those around them. When you know that others understand you, you’ll relax a bit and trust a bit more. Because they really understand your position, your attention will shift. Instead of working hard to be understood, you’ll have time to spend on other things. You may start wondering how the other person could help you. Or even, how could you Read More

Leadership and Trust: Real Dilemmas

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Successful leadership and trust go hand in hand. Unless you have the trust of your team and those around you, your leadership is likely to stutter and fail. Probably not a catastrophic failure — most will be able to get through. However, the risk of friendly fire is high and the casualties will begin to mount — on your side among the supporters you hope will be loyal. Despite this obvious truth, trust in many places seems to be conspicuous by its absence. The odd thing is that often, when you look deeper, you discover that the individual leader is actually an inherently trustable human being. So, what is going wrong? Why are they not able to develop the trust in their leadership which they are so clearly capable of?

Trust Dilemmas

I have a hunch that the majority of the time it is because they are suffering from the influence the Read More

Do You Trust Me?

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Have you ever asked this question? It wouldn't surprise me if only 1% of people who ask this question actually ask it out loud. If you did ask someone this question, would you trust the answer? Hmm, probably about as useful as asking someone to trust you. If you have to ask someone to trust you, or if you have to ask if someone trusts you, you're already in trouble. Since trust is so central to influence, it is important to know the answer to this question even though it’s almost pointless asking. Many articles have been written on how to build trust, but rarely do they touch on how you can tell if your effort to build trust is working. Measuring results and monitoring performance indicators is normal activity in most organisations, so how about Read More

Improving Processes for Problem and Conflict Resolution

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Usually, if you have managed to achieve high levels of Trust and Credibility and also Communication and Influence, this theme will look after itself. So this last section is deliberately brief because I want you to focus on the first two themes to maximise your progress. Once you have strengthened them, you will have a really good stakeholder relationship. All that is needed here are a few supplementary points which build on this strong base and are relevant to this theme – in fact, they assume you already have a great relationship with your stakeholder!
  • Problem Solving and Conflict Resolution is about cultivating and encouraging a robust attitude, which promotes proactive and objective attention to problems facing either party – hopefully Read More

Exercise: Quick Quality Analysis of Your Business Relationships

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As you are working to improve your business relationships, you can use this exercise to give you a quick heads-up on those which are most important to you. As you grow in influence, this way of thinking will soon become second nature. Make sure to also link this in to your knowledge and understanding of the key elements which will be linked below.

Which Relationships Matter Most?

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Trust and Credibility in Business Relationships

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These two words go hand in hand. If you think someone is credible – for whatever reason – you are likely to trust them. Credibility is the culmination of a wide range of factors which build the overall impression in the mind of the observer, including qualifications, competence, reputation and performance. When experienced, it is self-reinforcing and ultimately enhances the predictability of the individual concerned – it builds trust.

Positive Indicators: Each party in the relationship is likely to…

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Exercise: What Does Trust Mean to You?

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Given the complexities of trust, especially when it comes to relationships, it is important to get a very clear fix on exactly what it is and what it means to you. This exercise will help to equip you to be able to build trust more effectively, and begin to understand the limitations of trust building. A key part of this personal development is becoming more trustable.

Think of someone whom you trust…

Exercise: Protecting Integrity

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Take a blank piece of paper and quickly brainstorm all of the things which you think are important values/beliefs when dealing with other people (e.g. “tell the truth even if it hurts”; “treat people as humans not numbers”; “you’ve got to be cruel to be kind”; “people should want to do what you want them to do”). Try to fill the side. Now turn over and Read More

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