Every relation starts with the first building block. In order to create a winning business or a successful organization the most important aspect is the same building block i.e. "TRUST"
Trust as we know is a very common and familiar term to talk about but very difficult to achieve. Be it a Sale or a Service or an Employment or Life, every relation builds on trust. As per the Trust Equation, Trust is built out of being credible, reliable and intimate on one side and on the other hand it is important to also maintain the balance using a self-oriented behavior.
If that sounds like a lot of buzzwords at once, here is a small explanation for quick undertstanding:
Credible - A person or group can be called "Credible" when they exhibit the necessary skills and expertise required to accomplish a particular job or solve a problem. Always highlight and meet the credibility requirements of a relationship.
Realiability - Reliability is achieved by sticking to commitments, meet and exceed expectations without over promising, respecting time and resources of other person or client.
Intimacy - Being intimate need not necessarily mean to be close to the other person physically, it actually means to be close to him/her emotionally. By empathizing and connecting to people with heart and genuinely putting yourself in their situation, your intimacy score is going to be great in the relation.
Self Oriented - More than how to be, it is important to learn how not to be too much self oriented. The clear definition of this parameter is to be able to tune our attention and focus to a person or client's situation more than worrying about gaining an upper hand in the conversations. It is about orienting our own self into a personality that is more welcomed and appreciated. We can achieve this by avoiding to talk too much or drill too much of information at the person without giving them an opportunity to talk and express. Sometimes losing is actually winning!
Why is Self Oriented behavior the denominator in the equation?
Self Oriented people usually start with gaining other person's confidence but when they lose control and become more self centered, they also start losing the confidence that they have gained. Therefore, it is important to maintain this in balance and sync with the remaining three factors to maintain the Trust level.
This is what I just learnt coming out of a seminar on "Winning Business". I believed sharing it will help a lot of other enthusiasts benefit from it. I hope this is helpful and I will try to gather more useful concepts.