Sales, Career Transition Short Article – Trust Makes Money by Dean Lindsay


Insight from Cracking the Networking CODE


Both navigating career transition and selling in this down economy require building priceless business relationships.  You may not believe this, but meeting people and making a solid first impression is the easiest part of building a priceless business relationship.  As Captain D. Michael Abrashoff, former commander of the USS Benfold, relates in his book, It’s Your Ship, “Trust makes money.”  Trust is the basis for profitable long-term relationships.  Building trust takes time.  Trust is the promise of progress. 
Trust is fragile and can be weakened by broken promises and unrealistic expectations.  So mean what you say and do what you say you will do. 
The power in building relationships comes from what you know about who you know, and how you creatively use that knowledge.  The more you know about someone in your network, the more ways you can be progress for his or her life. 
What are they going for in life?
What do they like?
What are their interests?
Find ways to help them progress based on their needs – not on your services.  People want to be in relationships with people who bring progress into their lives.  They trust people who continually bring progress into their lives. 
My definition of trust is ‘the promise of progress.’  People must trust that you care and offer value.   There must be benefits gained from being in a relationship with you, or there will be no relationship. 
As relationships blossom, continue to look for ways to establish yourself as a Progress Agent in their lives.
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Be Progress.