Tips, Tricks and Trust
by Charles H. Green on Sunday, December 17, 2006 (post #37)
When I give seminars or training sessions, I often begin by asking for participants’ expectations. And reliably, at least one of the first two will say, “I’d just like to learn some tips and tricks to become more trusted.”
Tips and tricks to become more trusted.
Of course, my first reaction—which I’ve learned to stifle—is to think, “Who do you think you’re kidding! You’re not going to get anyone to trust you with some slick trick!”
Occasionally, if I’m feeling testy, I’ll ask the participant, “Tell me—when was the last time you went to a session like this where you actually got a great “tip” or “trick”—and what was it?” Usually, I get a panicked, blind stare.
But the truth is, who am I to get sarcastic? Because I do the exact same thing myself. And the most popular posts on this blog have been my Wednesday "trust tips" series.
When I listen to others’ DVDs or speeches or articles, I too am looking for that one little “aha!” that will give me some kind of great insight. And if not a great insight, I’ll settle for something that gives me an incremental nudge in the right direction.
Something that’s pretty easy to do.
So, it would seem that my attendees and I are all looking for the same thing. Ideas that are low investment and fast payback. In fact, we value those over high return. Fast, easy, and directionally right beats ROI, if it requires high I.
But I’m not sure I’ve got it right, and I don’t want to give in easily to the desire for “fast, easy and directionally right.” Not entirely anyway.
I do believe that becoming trustworthy is at least as much about mindset as it is about skillset. You actually have to change your attitude. You can’t fake it ‘til you make it, or just act your way into good thinking.
But since I’m guilty of the same desire—let me take the cotton out of my ears and put it in my mouth, and listen to you.
What’s the role of tips? What are some great “tips” you have heard? What made them great? And what is the right balance between serving up “tips” and the harder work of becoming trustworthy? Let’s get some dialogue going.
Charles H. Green is founder and CEO of Trusted Advisor Associates; read more about Charlie at http://trustedadvisor.com/cgreen/
posted in Building Trusted Advisors, Trust-based Selling, Trust in Leadership Development and Strategy








January 2009
Barbara Garabedian said
Charlie: I agree with Carolyn Manning, one can only offer some tips to help others avoid the pitfalls, landmines and mistakes. If the recipient/audience/"tipee" doesn't buy-into the value of the experience (especially if more negative than positive), and the experienced "tipper" providing the "tip"...then there's no way a tip {of any kind} can add any value.
When I attend, listen or watch others, I'm not looking for the silver bullet or the answer to "why the sky is blue" - I'm tuned in hoping to walk away with one little anecdote/nugget of someone else's experience that hopefully when I encounter something similar - will help to keep me out of the "sheepdip". Those are the "tips" I find most valuable.
posted on Monday, December 18, 2006