someone is worth giving more trust to. In other words, make them earn it. This is where delivering, at a minimum, what you said you would is so vitally important. This is where good customer service, and the person who answers the phone or sits at the front desk, can make or break this new relationship. As the relationship continues, more and more trust is given, the experience is still positive, the amount of trust you get grows.
Content builds relationships. Since the dawn of man, how have we built relationships? We create content. If I found myself to be single tomorrow and on a date, I would work to build a relationship with the person I was dating by talking to them — i.e., creating content. In B2B sales, for many years people created content by having all the knowledge and telling sales prospects about the great features and benefits of new, amazing machines. Today, we create content for our websites and e-books, as well as downloads or videos for YouTube. “Content builds relationships, relationships build trust and TRUST EQUALS SALES .” REPEAT BUSINESS? to purchase anything of significant value from you, you will need a relationship to make that happen. Once we have a relationship, what starts to happen?
As the trust in you grows, what happens?
Trust equals sales. The more a person trusts you, the more they will buy from you.
One bit of good news amidst all the competition popping up is that it is super easy to stand out, because there are so many really poorly run companies and untrustworthy people in the world. All you have to do is do what you say you’re going to do when you say you’re going to do it. Also, treat people the way you’d want to be treated. Since so few will do that, it is easy to stand out from the pack. Change is hard. Once you have a relationship with someone and you always get what you expect, changing from that person or business is not easy or even desirable. Because you gave good content,
Relationships build trust. Most people don’t fully trust someone they just met, no matter if it’s a business relationship or a personal one. Human nature is to give a little bit of trust and see if
Why do we do all of this? Simply put, content equals relationships, and if your customer is looking
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demands active listening and makes people feel like they are being heard and understand. This helps build rapport and leads to trust between parties. Understand this is not a guide for manipulation or how to become the “puppet master” of any situation. The tactics described in this book demand empathy, and while empathy doesn’t mean agreeing with the other person’s ideas, it means understanding why they hold their ideas. “Never Split the
Right from the cover, “Never Split the Difference” proves it isn’t just another book on negotiation. The author, Chris Voss, didn’t master his skills in the boardroom. For 24 years, Voss worked in the FBI Crisis Negotiation Unit. As the FBI’s chief international hostage and kidnapping negotiator from 2003–2007, Voss was the lead negotiator in over 150 other international hostage crises. During his time with the FBI, Voss came to understand people are not rational beings. We’re driven by impulse and emotion, and the decisions we make are often quite irrational. If people are not rational, why do other strategies for negotiation insist on approaching the subject from a problem-solving standpoint, with rational facts and figures? Voss elects to take a different approach, emphasizing the value of emotional intelligence and intuition instead. The strategies Voss recommends come from his experience in high-stakes situations, but they are easy to replicate in any situation. Take the second chapter in the book, “Be a Mirror.” Voss suggests the simple tactic of repeating the last three words the person you’re negotiating with said. Mirroring
Have You Heard the Good News?
1 Corinthians 10:13 — No temptation has overtaken you that is not common to man. God is faithful, and he will not let you be tempted beyond your ability, but with the temptation he will also provide the way of escape, that you may be able to endure it. 2 Corinthians 4:16-18 — So we do not lose heart. Though our outer self is wasting away, our inner self is being renewed day by day. For this light momentary affliction is preparing for us an eternal weight of glory beyond all comparison, as we look not to the things that are seen but to the things that are unseen. For the things that are seen are transient, but the things that are unseen are eternal.
Difference” is a book about selling yourself, strengthening your relationships, diffusing situations, and achieving the most desirable outcome. Chris Voss offers lessons in emotional intelligence and intuition, giving you the edge in any situation.
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