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Building Trust

“The job’s yours – when can you start?” asked Tony. It was December 1988, a new chapter in my career was about to begin.

A few weeks earlier, Tony was visiting his brother in Dunfermline and heard me give a talk, on journals and building good daily habits. After my talk, we spoke for a while and he asked about my current work situation – Tony was a Sales Director. Shortly thereafter he invited me down to Doncaster for an interview. We found that we had similar interests, lots in common and were hungry for success. The job was mine if I wanted it. Thus began my career in sales.

The last few days, working with new clients, building trust has been at the forefront of my mind. Recalling the story with Tony, reminded me of three core foundations of trust.

– Open, honest, candid and direct in our conversation
– We listened to really understand one another
– We honoured our commitments.

In the days that followed we began to rely upon each other for success. Quickly, our trust and respect grew for one another and the next 12 months proved to be a winning formula.

What is your winning formula for building trust?