Comments on: Trust and Respect – The Ultimate Competitive Advantage http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/ direct - open - transparent Fri, 18 May 2012 13:24:29 +0000 hourly 1 By: Bill Clay http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-7809 Bill Clay Thu, 02 Dec 2010 14:38:29 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-7809 While watching the 11/30/2010 Charlie Rose show I was reminded of High Probability Selling’s emphasis on trust and respect. Charlie Rose was interviewing Dennis Blair, former United States Director of National Intelligence and retired United States Navy admiral, about the confidential American diplomatic cables made public recently by WikiLeaks. In response to a comment by Admiral Blair about the necessity for trust in international relations, Charlie Rose said, “The trust element is always intriguing to me, because I’ve had one person after another, at the highest level, say, ‘The trust factor and the personal relationship factor is crucial to getting things done.’ They will come to me and they say, ‘Yes, policy is important; yes, making the right decision is important. But execution is dependent on being able to look across the table and say, here’s a man or a woman I can trust,' and--to quote Margaret Thatcher, famously--'can do business with.’ ” (A video of the interview is available at <a href="http://www.charlierose.com" rel="nofollow">www.charlierose.com</a>.) While watching the 11/30/2010 Charlie Rose show I was reminded of High Probability Selling’s emphasis on trust and respect. Charlie Rose was interviewing Dennis Blair, former United States Director of National Intelligence and retired United States Navy admiral, about the confidential American diplomatic cables made public recently by WikiLeaks. In response to a comment by Admiral Blair about the necessity for trust in international relations, Charlie Rose said, “The trust element is always intriguing to me, because I’ve had one person after another, at the highest level, say, ‘The trust factor and the personal relationship factor is crucial to getting things done.’ They will come to me and they say, ‘Yes, policy is important; yes, making the right decision is important. But execution is dependent on being able to look across the table and say, here’s a man or a woman I can trust,’ and–to quote Margaret Thatcher, famously–’can do business with.’ ” (A video of the interview is available at http://www.charlierose.com.)

]]> By: Jacques Werth http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-7802 Jacques Werth Tue, 23 Nov 2010 18:49:49 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-7802 Eric, There is a very effective and unique way to differentiate yourself from your competitors. Be authentic and completely truthful about the Features, Benefits and Detriments of your products and services. Your competitors are unlikely to ever mention the detriments of what they sell. Your prospects will notice the difference. Jacques Eric,

There is a very effective and unique way to differentiate yourself from your competitors. Be authentic and completely truthful about the Features, Benefits and Detriments of your products and services. Your competitors are unlikely to ever mention the detriments of what they sell.

Your prospects will notice the difference.

Jacques

]]> By: Eric http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-7801 Eric Tue, 23 Nov 2010 09:51:58 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-7801 For me the best advantage would be differentiation. You have to be different to get noticed. If you offer exactly the same thing that your competitors offer, then what's the use? For me the best advantage would be differentiation. You have to be different to get noticed. If you offer exactly the same thing that your competitors offer, then what’s the use?

]]> By: Jacques Werth http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-7728 Jacques Werth Tue, 31 Aug 2010 17:14:55 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-7728 Mike's depiction of many salespeople who fail is accurate. His last sentence is profound. However, it is possible for many to remediate those problems. A good start is to read each of the following books several times. "The Ultimate Happiness Prescription" by Dr. Deepak Chopra "Radical Honesty" by Dr. Brad Blanton "Power vs. Force" by Dr. David Hawkins All that reading may be too late to save some sales careers, but (perhaps) not too late to save some lives. Mike’s depiction of many salespeople who fail is accurate. His last sentence is profound. However, it is possible for many to remediate those problems.

A good start is to read each of the following books several times.
“The Ultimate Happiness Prescription” by Dr. Deepak Chopra
“Radical Honesty” by Dr. Brad Blanton
“Power vs. Force” by Dr. David Hawkins

All that reading may be too late to save some sales careers, but (perhaps) not too late to save some lives.

]]> By: Mike Les http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-7727 Mike Les Sat, 28 Aug 2010 20:12:00 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-7727 The observation that salespeople are much more likely than the general population to have a fear of intimacy makes a lot of sense. Most salespeople I've ever known or worked with are a broke, desperate, angry, and frightened bunch. Attempting to make a living in sales often represents a last-ditch attempt to hold their lives together. Finding themselves in such bleak circumstances is likely connected to having personality disorders that include an inability to tolerate emotional intimacy. A major reason the sales process is so difficult for all concerned is the type of person who self-selects to become a salesman. They are usually without any other job options. Self-esteem issues make them willing to accept abuse from managers and customers, and then prone to passive-aggressive behavior. Customers may think salespeople are greedy, but it's really fear and desperation they are sensing. Establishing an emotional connection on any level is not at all likely when the two parties are in such different places in life and personal development. That's the key dilemma about working in sales; being successful at it requires having a comfort level with yourself that most salespeople will never possess. The observation that salespeople are much more likely than the general population to have a fear of intimacy makes a lot of sense. Most salespeople I’ve ever known or worked with are a broke, desperate, angry, and frightened bunch. Attempting to make a living in sales often represents a last-ditch attempt to hold their lives together. Finding themselves in such bleak circumstances is likely connected to having personality disorders that include an inability to tolerate emotional intimacy. A major reason the sales process is so difficult for all concerned is the type of person who self-selects to become a salesman. They are usually without any other job options. Self-esteem issues make them willing to accept abuse from managers and customers, and then prone to passive-aggressive behavior. Customers may think salespeople are greedy, but it’s really fear and desperation they are sensing. Establishing an emotional connection on any level is not at all likely when the two parties are in such different places in life and personal development.
That’s the key dilemma about working in sales; being successful at it requires having a comfort level with yourself that most salespeople will never possess.

]]> By: Kristin http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-7563 Kristin Thu, 11 Feb 2010 21:57:40 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-7563 Jacques, I wanted to congratulate you on having this post selected to be part of February's Carnival of Trust, hosted this month by Bret L.Simmons. The Carnival of Trust is a monthly showcase of the top blogposts dealing with the subject of trust in business, politics and society. Your post highlights a key issue in how establishing trust between a salesperson and a potential customer really is the key to making a sale. Proving yourself to be trustworthy is what we, as consumers, look for when we open ourselves up to listen to sales pitches. Congratulations again. To see the Carnival, please go to: http://www.bretlsimmons.com/2010-02/february-2010-carnival-of-trust/ Best! Kristin www.trustedadvisor.com/trustmatters Jacques,

I wanted to congratulate you on having this post selected to be part of February’s Carnival of Trust, hosted this month by Bret L.Simmons.

The Carnival of Trust is a monthly showcase of the top blogposts dealing with the subject of trust in business, politics and society. Your post highlights a key issue in how establishing trust between a salesperson and a potential customer really is the key to making a sale. Proving yourself to be trustworthy is what we, as consumers, look for when we open ourselves up to listen to sales pitches.

Congratulations again. To see the Carnival, please go to: http://www.bretlsimmons.com/2010-02/february-2010-carnival-of-trust/

Best!
Kristin
http://www.trustedadvisor.com/trustmatters

]]> By: February 2010 Carnival Of Trust » Bret L. Simmons – Positive Organizational Behavior http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-7560 February 2010 Carnival Of Trust » Bret L. Simmons – Positive Organizational Behavior Wed, 10 Feb 2010 04:33:54 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-7560 [...] 9. High Probability Selling: Trust And Respect: The Ultimate Competitive Advantage. [...] [...] 9. High Probability Selling: Trust And Respect: The Ultimate Competitive Advantage. [...]

]]> By: Jacques Werth http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-6954 Jacques Werth Sat, 22 Aug 2009 07:50:53 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-6954 Josh, Most of the best salespeople, including top producing graduates of our courses, keep accurate statistics on everything that they do. Hundreds of them have shared their results with us. Josh,

Most of the best salespeople, including top producing graduates of our courses, keep accurate statistics on everything that they do. Hundreds of them have shared their results with us.

]]> By: Carl Ingalls http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-5923 Carl Ingalls Wed, 08 Jul 2009 21:12:15 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-5923 Our current target for this blog is to create two posts each week, and at least one of them will be an article related to High Probability Selling. Some of those articles will be about Trust and Respect between the salesperson and the prospect or customer. Our current target for this blog is to create two posts each week, and at least one of them will be an article related to High Probability Selling. Some of those articles will be about Trust and Respect between the salesperson and the prospect or customer.

]]> By: KonstantinMiller http://highprobabilityselling.com/2007/12/14/trust-and-respect-the-ultimate-competitive-advantage/comment-page-1/#comment-5864 KonstantinMiller Mon, 06 Jul 2009 20:03:23 +0000 http://highprobabilityselling.com/2007/12/14/38/#comment-5864 Hi! I like your srticle and I would like very much to read some more information on this issue. Will you post some more? Hi! I like your srticle and I would like very much to read some more information on this issue. Will you post some more?

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