Trust is THE foundation
Irrespective of the relationship-B2B , B2C , P2P , B2E or S2S ( spouse to spouse ), if there is no trust , there is no relationship . Time and again , we have seen this trust being violated , with the same eventual consequence-the relationship going south and ending . Why then do we continue to not work on building this paramount edifice , that can and will stand the test of time ?
A fundamental way to build trust , grow trust and maintain trust , is to focus on the other entity-ask them what they want , what they need , what motivates them and what ticks them off . To be interesting , first be interested . Everybody wants to be heard . Give them the hearing they so deserve . If speaking is silver , then listening is Platinum . Remember , it is not about you , but about them . If you want the customer to buy , you have to first be ready to sell and be bought from .
Given that this is so simple , it is seldom practiced . The best way to build rapport and develop trust is to ask the question and then keep quiet and let them talk . Then ask another follow up question and let them answer . And again and again ......
There was a reason God gave each of us , one mouth and two ears . Let ' s use our faculties in the proportion they were meant to be used as-give a fish to a hungry person , you will have an immediate friend , but teach them how to fish and you will have a friend for life . In the sciences , business , fashion , art , music , film etc ., the trust factor is the common ingredient needed to make an amazing soup of longevity and mutually rewarding relationships . Communicate and listen and talk less about your offer .... You do this and the rest will follow .
More on the concrete steps and specific actions you can start taking today , to build trust and lifetime value , in the next chapter . See you on the other side .
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