Trust – The key for creating good business relations

Trust is certainly one of the most important components in building relations in your company. When people believe you, they believe in what you say. This means you don’t have to defend and explain your attitude every time. Once you obtain people’s trust, they start appreciating your experience, judgment and will ask for your opinion. They will ask for your advice, and, therefore, spread your influence. 

Trust, as a foundation of good cooperation, is widespread and necessary in all of your business relations. Relations between employees, coworkers, managers and employees, employees and clients – all of them are based on trust.

What does it mean to have a trust in someone?

Having a trust in someone means believing in his consistency and good intentions in his actions, as well as our capability to predict these actions, due to the previous mutual experience. The fact that we believe some particular person will behave according to our expectations, makes creation of a stable and trustful relation possible.

Lack of trust

In many organizations, the level of trust among people in general, between coworkers, employees and management and in management itself can be much lower than necessary. Perhaps many people consider this to be normal, and, although this could be a common situation, this is certainly neither an efficient way of managing your organization, nor is it the way to build up support necessary for success.

How does a lack of trust influence the performance and efficiency of a company?

Trust is the key: 79% of people think it’s important that their leader is a trustful person – these virtue employees see as one of the vital ones. However…

The trust might be lost in one moment.  47% of employers think that the loss of their employees’ trust came from the way company managed cutting costs. Which leads to…

Disappointment of the most gifted ones. 48% of employees name the lack of trust towards the management, or, the way key decisions were made, as the main reason for leaving their job.

Trust and cooperation – How can we know who we can trust?

When it comes to the work, decision about who to trust is based on estimation of ability, integrity and intentions of coworker.

  ● Ability is related to assessment of someone’s knowledge, skill and competence. It’s about our assessment weather a person is capable of doing what we expect.
  ● Integrity is based on all of the previous acts, deeds and principles the acts and deeds were based on. If analysis shows that what was done in the past was guided by the same principles and the person we analyze is able to stick to the pattern, we can assume it’s a trust worthy person.
 ● Good intentions assessment is actually related to estimating to what extent is the person in question actually ready to work in our interest, or avoid harming us at least. Good intentions are very hard to estimate directly, because not many people admit their bad intentions easily. This is why we can make a conclusion about someone’s good intentions only through the manner of communication, willingness to open up and show the sincerity.

These three dimensions that contribute to creating a trustful relation are tested in different phases of creating a relation with coworkers. When the relation has just started being built, we can only think of someone’s abilities and integrity, while on the other hand, for proper assessment of good intentions we will need some more time.

Trust and sales

Trust is the essence of the sales, everything else is manipulation. When it comes to sales, giving sufficient information to the buyer aside, main objective of sales is assurance.

Sales is giving sufficient information and emotion to the buyer in order to help him make an intelligent decision about buying, whether he buys something or not. – Ron Martin 

Sales result should be the change in customer’s state of mind, so the customer could make a decision about purchasing on his own. Assurance and shift in state of mind are directly linked to emotions. That’s why the transfer of emotions is as important as giving information. Positive and sincere emotions will generate trust of a customer, which is an essential condition of the purchase of our products, and a necessary condition for making that customer a loyal one, who will come back to us and spread the word.

If you need additional tools and methods for creating and managing important business relations, check out our training programs Cooperation & Beyond and The Persuasive Communicator.