Building Trust | The Dotted Line

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Craig Christensen talks on building trust. Trust is something you build on purpose and something that you want to build well. Your building trust is a choice you make, about building trust with other people. So trust comes down to you being unconditionally trust worthy. In other words, the commitment you make, you keep. Now you may extend trust conditionally, to those people who can respond in a way that also respond back in a positive and constructive way. But building trust with other people is something that you can get good at, it's a skill. It is like a bank account- you are supposed to have a greater deposit than withdraw on the account. In a sales situation, when we are working with customers, we are interacting with them in a way to build trust.

The kind of deposits we can make are: keeping a commitment, courtesies, kindness, being pleasant. Simple things that lubricate the process of human interaction. Those things tend to increase the balance of trust in the relationship. Anytime we violate a commitment, don't tell the truth...etc, that is considered a with draw. If we have not built up a good amount of trust in that account, our relationship diminishes. The challenge is how to gain trust and keep it.

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The Dotted Line | Drawing Board | Building Trust
- Craig Christensen

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