Mo asks Glen Jackson: What is your best advice for an expert that wants to create and close more opportunities?
- The most important five-letter word in business is trust. Trust is the glue of life. Trust resides on the inside and that makes it extremely powerful.
- Trust is a mix of character and competency. Your character is your credibility as a human being and your competency is your reliability as a professional. When you combine both the end result is trust.
- You can’t force trust. Influence is freely accepted, it’s never forcefully delivered.
- Trust is a peculiar resource. The more you have it and use it, the more you get. It reduces the time and cost of making decisions. When you use the trust you have and don’t abuse it, it snowballs and accumulates over time.
- Most experts want to start off by doing all the talking, but knowing when to actually say something is key to building trust in a relationship. You should be listening more than speaking and asking thoughtful questions. Look for points of connection between you and the other person.
- Glen looks for the moment when he can encapsulate the problem they’ve been talking about during the meeting and then relay it back to them to show that he’s understood what they are trying to solve. From there he offers a possible solution to their problem.
- As a trusted advisor, a lot of people want to know you understand the problem. Don’t rush into trying to offer a solution before that first step. You should be able to recap the problem with clarity, and then provide ideas for moving forward.
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