Trust in Sales - Listen First, Pitch Last
Welcome to the age of uncertainty. In today’s VUCA world—volatile, uncertain, complex, and ambiguous—establishing trust is critical but more challenging than ever, especially in sales. Navigating these complexities requires more than a persuasive pitch; it calls for a structured approach grounded in human connection. As Stephen Covey reminds us, “Trust is the game of life.”
The Trust Framework by Charles Green is a simple yet impactful guide:
Trust = (C + R + I) / S
where C represents credibility, R reliability, I intimacy, and S self-orientation. In this equation, credibility and reliability are the rational, knowledge-based elements, but intimacy — the emotional component — is perhaps the most powerful. Defined as “close familiarity or friendship; closeness,” intimacy in business reflects a sense of safety and security where authentic connections flourish.
We live in an era when trust must be earned rather than assumed. The concept of VUCA (Volatility, Uncertainty, Complexity, and Ambiguity) has been particularly evident in the financial markets. We've witnessed market meltdowns, significant fraud, dislocations, and a general distrust of governing bodies. In this environment, everyone is cautious and watches their backs.
The authors draw on their sales and investment management expertise to explore practical applications of the Trust framework. Building trust in sales starts with listening before selling, prioritizing the individual over the sales process, and focusing on solving problems instead of simply pitching products. Trusted salespeople provide their clients with one less worry as they navigate the markets. Consequently, these trusted salespeople ultimately find greater success.
Welcome to the age of uncertainty. In today’s VUCA world—volatile, uncertain, complex, and ambiguous—establishing trust is critical but more challenging than ever, especially in sales. Navigating these complexities requires more than a persuasive pitch; it calls for a structured approach grounded in human connection. As Stephen Covey reminds us, “Trust is the game of life.”
The Trust Framework by Charles Green is a simple yet impactful guide:
Trust = (C + R + I) / S
where *C* represents credibility, *R* reliability, *I* intimacy, and *S* self-orientation. In this equation, credibility and reliability are the rational, knowledge-based elements, but intimacy — the emotional component — is perhaps the most powerful. Defined as “close familiarity or friendship; closeness,” intimacy in business reflects a sense of safety and security where authentic connections flourish.
We live in an era when trust must be earned rather than assumed. The concept of VUCA (Volatility, Uncertainty, Complexity, and Ambiguity) has been particularly evident in the financial markets. We've witnessed market meltdowns, significant fraud, dislocations, and a general distrust of governing bodies. In this environment, everyone is cautious and watches their backs.
The authors draw on their sales and investment management expertise to explore practical applications of the Trust framework. Building trust in sales starts with listening before selling, prioritizing the individual over the sales process, and focusing on solving problems instead of simply pitching products. Trusted salespeople provide their clients with one less worry as they navigate the markets. Consequently, these trusted salespeople ultimately find greater success.
Managing Career Transitions - Look to Ikigai
Many finance and technology professionals find themselves at a career crossroads due to the rapid advancement of technology and shifting macroeconomic forces. Digital transformation, automation, artificial intelligence, and the relentless focus on efficiency is reshaping industries, rendering some skills obsolete while creating demand for new ones. Concurrently, global economic fluctuations, such as inflation, trade tensions, and shifts in labor markets, further complicate career stability and increase stress levels even for those gainfully employed.
As a result, investment and technology professionals must continuously adapt, upskill, and may even have to pivot to new roles or sectors to remain relevant and resilient in this dynamic landscape.
If you find yourself in the middle of a career transition or are considering initiating one, a framework based on a Japanese concept called Ikigai, which simply means “A Reason for Being” could provide a useful roadmap to effectively navigate career transitions.
Many finance and technology professionals find themselves at a career crossroads due to the rapid advancement of technology and shifting macroeconomic forces. Digital transformation, automation, artificial intelligence, and the relentless focus on efficiency is reshaping industries, rendering some skills obsolete while creating demand for new ones. Concurrently, global economic fluctuations, such as inflation, trade tensions, and shifts in labor markets, further complicate career stability and increase stress levels even for those gainfully employed.
As a result, investment and technology professionals must continuously adapt, upskill, and may even have to pivot to new roles or sectors to remain relevant and resilient in this dynamic landscape.
If you find yourself in the middle of a career transition or are considering initiating one, a framework based on a Japanese concept called Ikigai, which simply means “A Reason for Being” could provide a useful roadmap to effectively navigate career transitions.