Trust — An Excerpt from Unleashing Your Superpower
“Trust has to be earned, and should come only after the passage of time.” – Arthur Ashe
This is, perhaps, the most important chapter in this book. If you master every skill in every chapter but others don’t trust you, you won’t persuade. Period.
Most people think of trust in terms of the things we do to earn it. And while, yes, I’ll focus there as well, we need to start much deeper. The foundation for building trust is your motivations, what’s in your heart, the spirit in which you eventually do those things to earn it. A well-trained salesperson can easily fool others for a while, but in the end, I don’t think that it’s sustainable.
I encourage you to pause and look within. I believe that others’ trust in you begins with who you are as a person and what your intentions are. And, ultimately, no amount of smooth talking can make up for the wrong intentions.
At the outset, most of your audience will either be neutral or slightly disinclined to trust you. But you now have what you need to begin earning their trust. If you took my “Industry Expert” chapter seriously, answered the questions and have started building out your personal brand, you have a leg up in this process. You’re working from a solid foundation for building trust.
In the chapter titled “Help Others Find Their Win (So You Win),” we briefly discussed intentions. Now, in this chapter, it’s important to hit this concept head-on. We have to check our motivations and determine what drives us. Is our primary focus on ourselves and what we want in life or do we place a priority and importance on others. Just this simple yet often overlooked mindset can make drastic changes in how people perceive us and ultimately our ability to persuade them.
Self-examination is good, and a conversation with those who know you could be even more beneficial. (But don’t start with your best friends. Because they love you, they may lack objectivity.)