Can people learn to be trustworthy? The short answer is yes, with the right design.
Excerpted from The Trusted Advisor Fieldbook, this article addresses some of the biggest challenges of trustworthiness training (or any “soft skills” training, for that matter) with nine specific strategies.
Use them as a checklist to make sure your investment in trustworthiness training is designed to pay off—whether you’re creating your own learning program or considering hiring others to help.
The bottom line: Demonstrating that you are a trustworthy small business starts long before you land the job and continues long after the job is done. It also requires seven key practices, all with “big” mindsets behind them. Which practice are you most inspired to put in place, starting now?
In Part 1 of Four Essential Factors for Building Trust with Sophisticated Buyers, I suggested that even though trust-based selling is far from formulaic, it helps to approach it with a formula in your back pocket: the trust equation.