La Vía Rápida para Construir una Verdadera Confianza

(27 de marzo de 2013)

When I first started out, I was surprised when one of my customers representing a highly successful sales organization called me and said, “We’re going back to basics.”

Now, with nearly 10 years of consulting experience behind me, I only need to think as far back as the mesmerizing performances during the recent Formula 1 Australian Grand Prix to be reminded of what's driving the need for fundamental skilling.

At some level these incredible athletes have all had to master the basics, and it is only once they have conquered the prerequisite core skills that they integrate new and advanced actions into their repertoire, in order to develop into stronger overall performers.

In the business of racing cars, execution of each skill is critical. Take cornering, for example; to some it may seem like just another part of the race, but for an ace pilot it’s another opportunity to extract the tiny advantage that makes the difference between winning and losing.

In the ultra-competitive world of business, one of the primary requirements is “building trust.” Building trust, like cornering in an F1, is an accepted basic skill of selling. With greater trust you open the opportunity to remove roadblocks and gain access to critical information that could mean the difference between doing business and not.

Four tips that have helped me to build trusting relationships with a wide range of people are:

  1. Be Your Versatile Self
  2. Get the Personal and Business Mix Right
  3. Establish Credibility
  4. Practice, Practice, Practice!

(Learn more about the 4 tips here.)

Champion racing car drivers continually practice and revise their techniques in order to gain competitive advantage. Similarly, sales organizations and individuals need to regularly revisit sales fundamentals to sharpen their skills, gear up, and accelerate performance!

The question is – have you developed the behaviors that help build trust with others, to the extent you can confidently perform (or interact) in any situation?

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Shane Wilson

Shane Wilson

Desde hace más de 5 años Shane ha consultado con una amplia gama de empresas para proporcionar a las personas y las soluciones de desarrollo de rendimiento, con un fuerte enfoque en el desarrollo de liderazgo y ventas eficaces. Shane es impulsado para entregar resultados sostenibles, en las áreas de alta prioridad para sus clientes y su negocio. Es esta intención en el cliente, combinada con una capacidad demostrada para alcanzar resultados, que se ha visto Shane se convierta en un "valioso miembro del equipo" para muchas de las organizaciones con las que trabaja.

Anteriormente Shane ha ocupado responsabilidades de liderazgo de ventas y relaciones con los clientes gestionados locales y globales en un amplio espectro de industrias. Shane es licenciado en Comercio de la Universidad de Wollongong, con especialización en recursos humanos.

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