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Little Teal Book of Trust

The other day in Costco I found the small book, Jeffrey Gitomer’s Little Teal Book of Trust: How to Earn It, Grow It, and Keep It to Become a Trusted Advisor in Sales, Business, and Life. Over the years, I have found that lack of trust, or credibility, is the number one reason people fail in the financial services industry. What is worse, your prospect won’t tell the salesperson that lack of trust is the reason they didn’t buy, but they offer an excuse such as, “I want to shop around,” “the rate is too low,” or a million other things. Here is an outline of Jeffrey’s book:

 

 

·         Tell the truth. This is the number one element of trust AND relationships.

·         Do what you say you will do. This is a test for being trustworthy and reliable.

·         Communicate in a timely manner. This shows you are responsible, on top of it, and that you care.

·         Bring value beyond your product or service. What you do to help others be more successful is a true reflection of your character.

·         Be on time. Being on time shows you respect the other person’s time.

·         Be friendly. Smiling people are the gateway to open communication.

·         Be sincere. This can only come from belief in what you do, loving what you do, and caring for others.

·         Show and say genuine thanks. Be grateful for the opportunity to be of service.

·         Be consistent. I believe this element of trust is the most difficult to master because it combines all the other elements.

·         Give trust. You become trustworthy by giving trust.

 

This may be the best $20 you will ever spend.  Buy it, and live by its principles.

Little Teal Book of Trust

This entry was posted on Tuesday, April 7th, 2009 at 4:05 pm and is filed under Sales Ideas, Sales Practices, Suitability. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

2 Responses to “Little Teal Book of Trust”

  1. Harold Balsac Says:
    April 7th, 2009 at 5:37 pm

    I got the book too. Loved how easy it was to read. I only had one problem…I googled the author and found out he has done the opposite in real life. Google the author and usairways and see for yourself. I guess we should honor the words and not who wrote it, but found it interesting.

  2. Michael J. Prestwich Says:
    April 7th, 2009 at 5:53 pm

    Thanks for the info. I found the article at http://washington.bizjournals.com/washington/stories/2003/11/10/editorial4.html which is USAir’s response to Jeffery’s Gitomer’s criticism. They bring up a good point — if he is so dissatisfied, why does he keep flying with them?

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