Motivational Quote: Credibility

“People don’t care how much you know until they know how much you care.” – Zig Ziglar

What was the best career advice for me?

Guustaff Vocking, a partner at SARV & AIMS International a Management Consulting and Coaching firm in the Netherlands recently asked this question on LinkedIn:

What was the best career advice for you?

Here is what I wrote:

Hi Gustaff,

The Best career advice ever is to never stop learning.
And in my learning I have picked up a few other gems, such as:

1. The key to business is personal relationships.
2. Give more value for your work than the money you are paid. That way you will be viewed as an Investment and not a Cost.
3. “You can get anything you want in life, as long as you help enough other people get what they want.” -Zig Ziglar

I hope this helps.

Making a difference,

Richard Elmes CSP
The Sales Dating Guy

Personal trust in business – Have we lost the ability to trust one another?

Here is my reponse to this LinkedIn question posted by David G.

I don’t believe we have totally lost the ability to trust one another.

 I do believe however, that trust is earned.

 Whether we trust one another depends on many different factors:

Our History: If we have been burned in the past we will be less likely to put ourselves in that vulnerable state again. However we are more likely to trust the person who has come through for us in the past.

The Data: We look at all the information that we can see, hear, feel, taste and touch to determine whether the situation is safe.

The Context: When we look at the situation, the reputation and the personal incentives (how they will win) of the other person are also considered.

Building trust is a slow process that is earned a little at a time. Come through for me this time and I will trust you a little more next time.

However, you can lose trust in an instant. As one of my favourite sales gurus Zig Ziglar  says,

“If you lie to me and I catch you. I will put a question mark at the end of everything you say in the future.”

There is also an excellent book by Stephen M.R. Cover called The Speed of Trust, which talks about how to build trust, and how building a trusting organization increases speed and reduces costs.