Trustworthiness

It's contextual, not fixed, Skip.

"If people don't trust me immediately they're missing something about me they don't get. Because I'm direct and candid and honest in a simple way like minded people reply the same. In less than three minutes I often know important and personal information other people fail to hear." - me

In that context, like minded is when the other person responds to my direct and candid and honest in a simple way the same.

I went to a free Chamber networking event a couple of weeks ago and no one did that - the conversations were superficial and had the apperance of what I remember walking into a so called "pick-up" bar decades ago - everyone was looking around and not much focused on conversations, eyes were darting around for maybe this or that "pick-up" connection, and conversation was small talk.

I got great free food and watched an aikido demonstration so I got my money's worth so to speak.

I don't do much small talk or rapport building BUT I am a good listener and enjoy hearing people tell stories in candid and direct, honest and simple ways.

MitchM

Originally Posted by MitchM I went to a free Chamber networking event a couple of weeks ago . . . the conversations were superficial and had the apperance of what I remember walking into a so called "pick-up" bar decades ago - everyone was looking around and not much focused on conversations, eyes were darting around for maybe this or that "pick-up" connection, and conversation was small talk. MitchM

MitchM, I certainly agree that superficiality is an enemy to building trust.

The best to you!

Skip - what does superficality mean to you - can you define it and give an example in a conversational description?

MitchM

Originally Posted by MitchM Skip - what does superficality mean to you - can you define it and give an example in a conversational description? MitchM

I like the dictionary definition:
1. Lack of depth of knowledge or thought or feeling
2. Shallowness in terms of affecting only surface layers of something
[superficiality. Dictionary.com. WordNet® 3.0. Princeton University. http://dictionary.reference.com/browse/superficiality (accessed: October 09, 2007).]

"Many salespeople's effort to identify their prospects' needs and desires only occurs at a level of surface superficiality, thereby leaving important purchasing motivations hidden from the salesperson."

The best to you!

Originally Posted by Skip Anderson 1. Wildly successful salespeople are able to engage prospects in short order. 2. Wildly successful salespeople are likable. 3. Wildly successful salespeople who sell to consumers have an ability to turn the focus quickly to the prospect and away from themselves or their product/service.

These are really good! Thank You!

I find it hard to trust salespeople who talk about the competition or other customers. Don't criticize, condemn or complain about other people or other companies.

We have developed a propietary process called the Trust and Respect Inquiry, which enables us to determine whether the prospect is someone whom we trust and respect.

The process takes between 12 and 20 minutes. The end results are two objective ratings, on a scale of 1 and 10 (10 is highest); one for trust and the other for respect. If, at that point the prospect is asked to rate the salesperson, there is usually a correlation for each factor, of within five percent, between the salesperson's rating of them and vice versa.

If the prospect scores high on both factors, we continue the sales process knowing that a deep Relationship of Mutual Trust and Respect has been established.

If the prospect scores low on ether trust or respect, we end the sales process and leave. That occurs during about five percent of all sales appointments.

Originally Posted by JacquesWerth We have developed a propietary process called the Trust and Respect Inquiry, which enables us to determine whether the prospect is someone whom we trust and respect.

Jacques without going into details of the trust and respect inquiry can you describe how you transition from the prospect walking in your doors (initial contact) to participating in the inquiry?

Is there necessarily a transition or can this activity be seen as a continuous event?

MitchM

Originally Posted by AZBroker Jacques without going into details of the trust and respect inquiry can you describe how you transition from the prospect walking in your doors (initial contact) to participating in the inquiry?

The first question you ask has to be appropriate for the setting and the situation.

If you are a Realtor, you might ask the prospect where he/she lives now? Or, they may have already said something more significant that you can base your first question on.

The next question, and all succeeding questions, must be based on the prospect's answer to the previous questions. Questions that begin with "Why" are introduced. The depth and intensity of the questions are ratcheted up quickly.
Enough said about the process.

It takes about nine hours of training and practice, including role-plays, to begin to master The TRI process. It is highly unlikely that anyone could effectively utilize the process merely by reading about it. However, there are a lot of people who would try. Then, when they failed, some would surely claim that the process doesn't work.