Books | The Trust Edge

Bob Chapman, Sandler sales coach and guest contributor to this blog, recently sent an interesting email in which he recommends the book, The Trust Edge.

The book, written by David Horsager, describes actions and attitudes that help build trust with every key stakeholder. The core concepts seem well worth sharing.

Horsager calls these the 8 Pillars of Trust:

1. Clarity: People trust the clear and mistrust the ambiguous.

2. Compassion: People put faith in those who care beyond themselves.


3. Character: People notice those who do what is right over what is easy.


4. Competency: People have confidence in those who stay fresh, relevant and capable.


5. Commitment: People believe in those who stand through adversity.


6. Connection: People want to follow, buy from and be around friends.


7. Contribution: People immediately respond to results.


8. Consistency: People love to see the little things done consistently.



The 8 Pillars are simple and straightforward – which should not be confused with easy. Horsager notes, however, that leaders who learn how to implement these pillars enjoy better relationships, reputations, retention, revenue and results.

I've not yet read the book, but it's on my list.

Meanwhile, tell me: What do you plan to do today (this week, this month, this year) to build stronger, more trusting relationships with your clients? Partners? Employees? Suppliers? Stakeholders?

__________________________

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