Trust

Another Gitomer book for the Airplane reads.

In 1998 Jeffrey Gitomer took a leadership position and wrote a book about loyalty when the rest of the world was stuck on satisfaction. More than 500,000 world wide copies later, turns out he was ahead of the curve, and right on the money.

Ten years later he is again making a statement. The next decade will be defined by TRUST.

TRUST in countries, governments, corporations, and individuals.
TRUST in products, services, claims, speeches, commercials, and ads.
TRUST in clergy, sports heroes, teachers, firemen, and police.
TRUST in healthcare, economies, newspapers, books, and the internet.
TRUST in families and friends.

This breakthrough book defines trust, relates trust to truth, tells how to gain trust, how trust is lost, shows examples of trusted relationships, and how to rebuild trust. And for salespeople this book shows how to build loyal relationships and become a trusted advisor – written in Jeffrey's straight-forward style you have come to know – and yes, even trust.

Trust is the basis for all relationships.
This book will help you:

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 will be 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 to others.
It is important to demonstrate integrity and deal directly with those you work with to ensure the message conveyed is accurate. Trust is difficult when messages received in organizations are filtered through several layers of bureacracy. The value of small teams and small companies lies in integrity and trust that is demonstrated in all communication. This book by Gitomer is well worth reading and a great reminder of what succeeds in relationships, organizations and communication.