Jeffrey Gitomer's Little Teal Book of Trust: How to Earn It, Grow It, and Keep It to Become a Trusted Advisor in Sales, Business, & Life (Jeffrey Gitomer's Little Books Series)
Trust is the basis for all relationships. This book will help you:\ Tell the truth. This is the number one element of trust AND relationships. Do what you say you will do. This is a test for being trustworthy and reliable. Communicate in a timely manner. This shows you are responsible, on top of it, and that you care. Bring value beyond your product or service. What you do to help others be more successful is a true reflection of your character. Be on time. Being on time shows you respect the...
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Trust is a combination of the value that others perceive in you, and their willingness to harmonize with and accept your advice to help them succeed. It's people seeking and taking your advice both as a counselor and a confidante. Someone who trusts you to a point where they call at some critical stage, because they know you are the ONE who can help them in a way that others cannot. But how do you develop trust? Follow the advice of Jeffrey Gitomer, bestselling author of the Little Books, which have now sold more than two million copies worldwide. As the world's foremost expert on selling, Gitomer is uniquely qualified to speak on the issue of trust, having earned a position of trust, both to his customers and readers. Gitomer advises that trust is not the product of any secret formula. It's not something you can lay there and wait for it to happen to you. Gaining, building, and maintaining a high level of trust involves thinking, and requires reading, a clear mind, a focus on becoming a world-class expert, studying, risking, failing, the right attitude, and lacing your boots straps tighter when times are tough. But you can do it and when you do, it will lead you to wealth beyond money. It's not success, it's fulfillment - both to you and the people who trust you.This book provides the insights and answers to all of these elements of trust, and gives the reader a solid understanding of the process, and a step-by-step game plan to achieve it.
Trust Me Why should I trust you? What is this book about? Section 1: Ask Yourself... Do you trust yourself? Why should you trust others? Why should you take someone's advice? Are your neighbors and friends your advisors? Higher levels of trust—health, home, money Do I trust my partner? What are the elements that lead to trustworthiness? Who do you trust? Who trusts you? Who trusts who? What is the image you have of yourself? Honesty...a self-assessment Section 2: The 14.5 Definition of Trust The risk of trust and trusting—trust is a risk Initial trust is tentative Trust is a form of faith Trust lowers resistance Trust lowers barriers Friendship leads to trust Business relationships lead to trust Business deals are based on trust Dealings over time lead to trust Sales are based on trust Trust is the link between yes an no Trust is a green light Personal relationships lead to trust Marriage is based on love and trust Trust breeds confidence—in yourself and from others Section 3: 23.5 Characteristics of Trusted and Trustworthy People To get trust, first give trust Surprise (genuine) helps lead to trust Trust grows slowly over time Giving value first leads to trust Questions that differentiate, especially in matters of money, lead to trust Competency and superior skill leads to trust Creativity leads to trust WOW! leads to trust Giving trust least to getting trust Superior knowledge and genuine help lead to trust Superior service leads to trust Understanding leads to trust Willingness to help leads to trust Trust and honest dealings lead to trust Respect and reliability over time leads to trust Desire to serve with a grateful heart leads to trust Dedication to serving and enlightening others based on heartfelt belief leads to trust Random acts of kindness and the desire to do the best job possible leads to trust Accurate advice over time and friendship without condition or expectation lead to trust Superior performance with passion over time leads to trust Dedication to personal excellence and mastery of a craft leads to trust Friendship based on respect, mutual admiration, truth, and fun leads to trust I trust myself first Section 4: Business and Sales Advice you Can Trust And Bank On I found someone I trust Are you the real (sales) thing? Chances are you're not Will the REAL presenter please stand up? If you can prove your claims, they will buy from you Entertain, engage, create the value, prove it, and they will buy A sales principle that leads to wealth - it's all about them Managers say customer relationships are their top issue The relationship edge are you on it, in it, or over it? How to make a relationship of trust blossom Corporate Trust People of influence are successful. Are you one of them? Section 5: Trust Recovery General rules for trust recovery In business with customers In business with coworkers In business with vendor In life with friends In life with family In life with spouse Section 6: Becoming a Trusted Advisor Part One: What is being a trusted advisor all about? Part Two: Understanding and self-discovery Part Three: The elements and characteristics of trusted advisors Trusted advisor self-evaluation Part Four: Think about WHO and WHY Part Five: The POWER of engagement Part Six: You must become proficient before you can master Part Seven: Upon arrival, make certain your seatbelt is fastened Section 6.5: Truth, Trust, Value The Value of Trust The truth about truth. No truth, no nothing You don't "get" respect, you "earn" it
