I just led a program called Being a Trusted Advisor for a global consulting firm. The list of collective “ahas” that was generated at the end of class is worth sharing. As always, the beauty lies in the simplicity of each item on the list; the mastery lies in their application. Here’s a Top 12 list, in no particular order, with a little bit of voice-over added:
1. High trust means high risk. There is no trust without risk, period.
2. People trust people. Branding and marketing efforts are valuable, absolutely. And trust is personal. It occurs (or not) human-to-human.
3. It’s OK to say what you’re thinking. This is especially true when you’re thinking isn’t fully formed and perfectly articulated. “Thinking out loud” demonstrates your willingness to be honest, humble, and sometimes messy.
4. Don’t rush to problem-solving. This is the second biggest destroyer of trust. We, the overachievers, naturally want to prove our credibility by showing how quickly we can come up with the right answer. But we have to earn the right to give advice before we can give it – if we want that advice to be heard.
5. It’s OK to be honest, even if it makes you look bad. Honesty is an essential aspect of credibility.
6. Get the chatter out of our brains. Our own thoughts, worries, fears, and pre-occupations create noise that interferes with our ability to truly tune in to others.
7. “Rip off the band-aid.” When there’s bad news to deliver, deliver it right away.
8. Get the elephant out immediately. A close cousin to #7. What seems un-discussable (the proverbial elephant in the room) is usually precisely what needs to be discussed to build trust.
9. Get the words and the “music.” Listening – really listening – requires attention to facts as well as emotions, surface as well as nuance.
10. A problem shared is a problem halved. This one speaks to the principal of collaboration, which is usually easier said than done.
11. “This isn’t about me.” Another great mantra. Self-orientation is a huge trust-destroyer.
12. Stop being clever; be human and honest instead. Enough said.
Which one will you choose to put into practice by COB today?
Originally published by BossaNova Consulting Group, Inc.
Andrea Howe
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