-John Powell
As business professionals, we are always seeking BETTER ways to build TRUST in a relationship. We want the BEST clients and the BEST accounts, yet many do not know how to go about ATTAINING these types of relationships. The REALITY is that you may not know how to get them, because you do not know how to COMMUNICATE with them.
People RESPECT one simple thing in communication – HONESTY. When are you OPEN with the people you are communicating with, you build an inherent trust that BONDS the two parties together. Think about your BEST clients… what do you talk about? Chats are often about their children, spouse, personal hobbies, struggles, etc. How about the accounts you are not able to get into? You talk about price, quality, delivery, etc. So, how does one go about getting to the next level of INTIMATE discussion?
Consider your significant other and how you communicate with them. What breeds TRUST in that relationship? Do you find that HOLDING BACK on things that are bothering you bring you closer? Do you find that housing SECRETS from one another about people in your life creates INTIMACY? Likely not. It is the OPEN and FORTHRIGHT discussion of difficult subject matter that brings you closer. It's the sharing of your DREAMS, FEARS, PASSIONS and INSECURITIES that makes the other person feel bonded to you. Sharing something with them, that you would NOT share with others is what puts them in a SPECIAL category, all by themselves. How well are you doing this with your clients?
2 DEGREE SUCCESS STEP:
In your professional and personal life, the COMMUNICATION you choose to share will be the determinant in your success. I have found that the CRITICAL key to creating TRUST through discussion starts by ASKING QUESTIONS. By taking the time to UNDERSTAND the information YOU deem necessary and allowing them the same respect, you will move forward creating the pathway for future success.
Once you have your initial information, ask follow up questions surrounding the AREAS OF CONCERN you may have. It is at this point that often the DISCOMFORT of discussion will set in, as often people feel you are judging them based on their answers – expect PUSH BACK. To ensure a POSITIVE experience, make sure they UNDERSTAND your motives and be clear that you are seeking information, not passing judgment.
Eventually, you will have narrowed down to the CRITICAL areas of discussion you are seeking. At this point, you are able to ask for an ACTIONABLE commitment, such as showing an invoice from a competitor. If you have a MUTUALLY communicative relationship that is based on TRUST and RESPONSIBILITY to one another, you should find that the other person is willing to give you access to the information that is difficult to discuss or show. Commonly, at the point of which they finally share EVERYTHING, you find the RELATIONSHIP (professional or personal) is ENSURED to be successful.
Strive to have MEANINGFUL communication, shy away from trivial discussion. Have a great weekend!!
Cheers,
Zach
*To enjoy past editions of the Morning Motivator go to – http://grow-learn-lead.blogspot.com
The Morning Motivator is a copyrighted publication. The use of this article is open for print or publication with proper citations.
No comments:
Post a Comment