Trust: It’s hard to find, very difficult to maintain, and especially challenging to build.
It has been well documented and stated, that people buy and do business with people they trust. Your position, class, education, background or bank account will have no influence whatsoever on whether or not someone believes you to be a trustworthy individual. You will have NO CHANCE at establishing any form of a business relationship if there is not a mutual trust between parties.
These days, there are so many scams and schemes out there, that people have become very weary of being approached with any type of business opportunity or venture, especially if it pertains to network marketing. Furthermore, people do not appreciate being “sold” to as they always believe that there is some form of hidden agenda on the part of the person doing the selling.
This apprehensiveness would not exist, however if the prospect trusted you. And herein lies the problem. How do we as entrepreneurs and network marketing professional build trust with a prospect?
Many of you think that establishing trust is easy. I’m certain that you have read all about ways to go about doing so. From dressing professionally, being polite, smiling, answering all the prospects questions, asking about their personal life and complimenting them.
All these tactics are fine with building a rapport and in breaking the ice. However, doing all this is by no means a guarantee that the prospect will trust you. Additionally, this type of approach sometimes takes weeks, months and in some cases years to establish trust.
Who has All This Time!!!
There is however, a very simple and easy technique that you can start using in any of your entrepreneurial endeavours and in your network marketing opportunity. This one question, can take the place of every trick and ploy that you have ever learned about establishing trust with your prospect.
This, one-sentence, question, should be asked at the very moment that you sit down with your prospect. That way, you will know instantly if this person trusts you. If they don’t, then why waste time with them? That stance may seem harsh to hear, but our time is very precious and there is no point in trying to build a relationship with someone if you have no chance of ever getting their trust.
Before I tell reveal the question, I have to confess that I can’t take credit for it. I became aware of it during an interview of Dan Sullivan, the world’s foremost expert on entrepreneurship in action. I was so impressed with the question, the interview and of Dan Sullivan, that I decided to put it into action and the results have been impressive.
So, are you ready for it? Here it is:
“If we were to sit down together 3 years from now, what would have to happen to make you feel happy with your success or progress.”
That’s it! It’s that simple.
You might think that the question is very odd to ask someone you have never met or barely know. That being said, it is designed to determine definitively if a person trusts you.
If your prospect hesitates, stammers, says “I don’t know” or doesn’t answer at all, then they don’t trust you and never will. Don’t waste your time with them and kindly excuse yourself. Come up with any story or excuse, but get the hell out of there right away. There’s no point at all in staying if you have just proven that you will never be trusted.
I know what you’re thinking. How does this question determine if someone trusts you? It all has to do with the person opening up to you and sharing information about themselves and their success or lack thereof in the future.
Most people would not want to discuss anything of a personal nature with someone they wouldn’t trust. Furthermore, people are not willing to invest the time or energy to talk about their personal life in general, let alone to a stranger. But, if that person trusts you, then the floodgates will open and they will spew an endless amount of their desires, goals and dreams.
So the next time you sit down with a network marketing prospect, a customer or a client, remember to ask this important question. Your meeting will either be very brief or very long. Hopefully the latter.
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Wishing you great success.
Vince A. Giorno