I have learned over the years that that trust and confidence are essential elements in business and personal relationships. In a prior article I dealt with communication and how performance issues can spiral out of control unless there is a trust and confidence relationship is maintained. Trust and confidence should not be assumed and must be maintained like a delicate plant if it is to survive and thrive. Being very clear in key points is essential to avoiding future misunderstandings.

I define trust as a two-way relationship that has to be earned and maintained by both little actions as well as the big ones. In the past I have been chided by a real estate agent or car salesman for not trusting them. The only thing worse is when someone uses their religious claims to assure me that I can trust them due to their claimed values. Too often, I was left with a very bitter and hollow feeling when they broke that trust relationship. I really wanted to believe and trust.

These experiences made me more committed to being a man of my word. I have oftentimes had to look a potential customer in the eye and assure them that they could trust me to do what I said I would do as it related to the specifications and contract. I have always taken great pride in trying to under promise and then over achieve in any commitments I made. This resulted in having them have enough confidence in me to recommend me freely to their associates.

Confidence is twofold: First it is being confident that I can and will do what I agreed to do. This is important in that I must know my limitations, weaknesses and strengths so that I can perform as promised. Confidence is also a “feeling” that I have to earn from the customer who is usually concerned about being mistreated like their last vendor.

Trust and confidence can be tools used to develop win/win relationships or can be used to deceive and abuse. It is up to you to take the high road, be transparent and earn that trust and confidence. What does your word or a simple handshake really mean? As always your comments and suggestions are welcome. I hope to hear from you soon. Until then, keep it clean...

Mickey Crowe has been involved in the industry for over 35 years. He is a trainer, speaker and consultant. You can reach Mickey at 678-314-2171 or CTCG50@comcast.net.


posted on 3/22/2017