Trust
A Rarely Considered Trigger to Believing
Kevin Hogan
Ya' gotta have it. If you don't have their trust, you blow yourself out of the
water before walking in the door.
Trust is crucial for influence.
Trust is crucial for one on one persuasion.
Trust most often is the difference between yep or nope.
A lot of people aren't trusted because of how they look or speak. It's sad
as can be, but some people just don't look trustworthy. You literally can point
"yes" or "no" at people as to your gut reaction to their appearance and
body language.
Body language, nonverbals, are really important to someone trusting you and believing you.
But that's not where I'm taking you today....
And, of course, a lot of people aren't trusted because of their track record.
Their track record, like a team's Win/Loss record in sports isn't a guarantor
of future results, but it is a yardstick.
But, if the track record isn't so hot, THEN what do you do?
Well, I did some digging...
We were talking about trust and decisions and selling at Inner Circle
this weekend in Las Vegas. I had a "hunch" and then I pulled out the
research....
Check this out...
You can develop trust where it didn't exist before.
You can be seen as trustworthy, believable and make it a LOT easier
for people to buy you, your services, and so on.
Here's what you do...
Become the Person People Trust by Nature
You've no doubt heard of the adage,
"If you want something done,
give the project to the busiest person."
That or something like it,
has been around for as long as anyone can remember.
Now, why is that?
It would seem more sensible to give the project to someone who
had nothing to do...wouldn't it?
I mean think about it.
You have one person in the State of Overwhelm (right next to Mississippi)
and another person in the State of Yawn.
And the "rule of thumb" is to give "it" to the overwhelmed person.
It does initially seem crazy...after all, the person who is not busy
has nothing to do...they should be able to "knock it out," with no problem.
Francesca Righetti and Catrin Finkenauer at Vrije Universiteit Amsterdam
were thinking about the same things you are.
And they did the research.
They started with the basics.
The Three Factors of Trust
Trust first means that you are going to be in an Interdependent Relationship of some kind with someone else. I can't get X accomplished without you.
Second factor?
Risk.
If the guy fails, X doesn't get accomplished. Guy succeeds, X gets accomplished.
Pretty simple.
When people's "interests" or "investments" are close to equal, they both are
more likely to work toward X and risk is reduced.
When people's interests or investments are out of alignment, then one person
has much more to gain than the other person, and they are less likely to perform.
Finally, trust requires a situation of Freedom of Choice. Holding a gun
to someone's head and having them perform is not about trust.
Those are the 3 basic factors.
- Interdependent Relationship
- Risk
- Freedom of Choice
Quick example?
Example of trust in action?...: Page | 1 | 2 | 3 | 4 | 
Kevin Hogan
Network 3000 Publishing
16526 W. 78th St. #138
Eden Prairie, MN 55346
(612) 616-0732
Photo appears under license with istockphoto/Sigarru.
