TrustTRUST by Jeffrey Gittomer

  • The reason you have to say ‘Trust me’ is that you haven’t earned it! 
  • Gittomer focuses on service, networking etc rather than cold calling

Section 1 – Ask Yourself

  • Before others will trust you first you must trust your judgement, instincts, thinking (confidence)
  • Be decisive
  • Trust others before they will trust you
  • We seek people that we trust for advice on major issues
  • Trust it moulded by people of influence
  • People do business with friends, all the time
  • You must earn trust

Section 2 – The Definition of Trust

Trust -

  • is a risk
  • lowers barriers
  • lead to sales
  • breeds confidence

Section 3 – Characteristics of Trustworthy People

  • Giving value first
  • Questions that differentiate
  • Competency & superior skills
  • Truth & honesty
  • Give trust first
  • Helping people
  • Superior service levels
  • Respect & reliability
  • Service
  • Accurate advice
  • Personal excellence

Section 4 – Business & Sales Advice you can Trust…and bank on

People hire people they trust. Do/are you…..

  • have long term clients?
  • excellent market position?
  • have a great reputation?
  • high respect of clients etc
  • friendly, likeable
  • reliable
  • value provider
  • branded
  • published
  • get referrals

Actions

  • Get a website
  • Write a white paper
  • Write an article
  • Communicate weekly
  • Speak
  • Become a leader
  • Build a great reputation
  • Get testimonials, have third parties tell about you

In Sales

  • Make friends first
  • Establish rapport
  • Sell on home court
  • WOW them wherever you can
  • Engage them
  • Provide tangible value
  • Be different
  • Be better
  • Entertain & feed
  • Ask for the sale after they are eager to buy
  • We is for selling, you is for buying
  • Give them answers not solutions or education

Section 5 – Trust Recovery

  • When trust is lost, take responsibility
  • Whatever you have to do, do it

Section 6 – Becoming a Trusted Advisor

  • As above

Section 6.5 – Truth, Trust, Value

  • What value is trust? Everything
  • No truth, no nothing
  • Have to earn respect

Summary

  • More trust leads to more sales and longer relationships

2 Responses to “Trust by Jeffrey Gittomer”

  1. Thomas Sabo says:
    January 15, 2011 at 12:53 pm

    I have read a couple of the posts on your web site today, and I really like your way of blogging.

  2. Haywood Borreta says:
    April 18, 2011 at 6:09 pm

    I have to make the comment that it’s quite a novelty to visit a somewhat original blog like yours, excellent job. I look forward to coming back again soon and I look forward to reading your next post when I do.

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