On a somewhat similar theme to my previous post (Was It Good for You?) — Charles H. Green (the guru of trust and co-author of the The Trusted Advisor) published this article on RainToday.com, You Had Me at Hello: 9 Ways to Quickly Gain Trust During the Sales Process, that provides some shortcuts to trust. While Green admits that trust takes time, he also offers some advice for using the sales process itself to establish trust from the get go in 3 of the 4 important foundations that add up to long-term trust.
He offers this formula for creating trust:
- “Trustworthiness = (Credibility + Reliability + Intimacy) / Self-Orientation”
For three of these variables, says Green, you can start creating trust from the first meeting. Only reliability is totally reliant on time. While time enhances all variables, Green offers specific advice on how to get off to a good start in creating credibility, initmacy and self-orientation. Highly recommended reading! Check it out here.
In addition to reading the original article, also be sure to check out Green’s comment to this post.