What qualities do we desire most in other people — the ones we work with, buy from, socialize with, and even casually encounter at the bus stop?
Here are some possibilities: sincerity, intelligence, extraversion, attractiveness, assertiveness, honesty, thoughtfulness, empathy, vitality. You get the idea.
So which characteristic is most important? In a series of three studies described in the Journal of Personality and Social Psychology1, researchers examined this question and came to the same conclusion each time:
Trustworthiness is the top trait people desire in others with whom they interact. Whether the relationship is with an employee, a project team member, a sports team, a family member, or even a casual acquaintance, this trait is by far the most desired in any type of relationship.
Credibility is based on trust. When you share important ideas with an executive, a fellow project team member, or a potential buyer, you need to be a persuasive, credible presenter. Simply put, your listener (and not you) determines whether or not your communication is persuasive, and they do it by answering three questions:
- Do I UNDERSTAND what is being said?
- Do I see the VALUE for me personally and for my organization?
- Do I TRUST this person to do what he or she says they will do?
Here’s the bottom line: even if your audience understands and sees value in your ideas, you’ll fail to persuade if they don’t see you as a trustworthy messenger.
So, when you're considering ways to improve your effectiveness (and that of your team), ask yourself: “Are we presenting our ideas with credibility built on a foundation of trustworthiness?”
Want to find out more about what it takes to be a credible — and trustworthy — presenter?
Conducting a hybrid meeting, one where some of those attending are in the room and others are virtual, is a lot harder than many think—and it’s quickly becoming the new norm.
Focusing on a few key aspects of your delivery can help you take advantage of this new meeting mode.
What does the hit on Netflix called The Queen’s Gambit tell us about how to sell in a virtual setting? Actually, something very important.
Before we break down how this show teaches us the key to virtual selling let’s look at the backstory.
Sales professionals need a mix of soft skills to be successful. While rapport building is often considered the top sales skill, listening is the most critical skill for closing sales, and building long-term client relationships.
Learn 3 crucial tips to closing sales, and why listening is the top sales skill of 2021.
Gratitude. Appreciation. Recognition. It makes you feel good. This week in the US, many will pause for a day or two to give thanks and show appreciation for the things and people we care about most. It’s no secret how appreciation benefits the person getting it—but did you know it benefits the person giving it just as much?
Discover why recognition is such a powerful tool for improving relationships and wellbeing in life—and at work. Learn how to (and how NOT to) express your appreciation to others.
People in communities across the globe are adjusting to communicating while wearing masks. As we’re all experiencing, masks present both verbal and non-verbal communication challenges.Given this, we’ve prepared 5 tips for effective communications while wearing a mask, and compiled several insightful articles from leading publications on additional best practices.
If your 2020 user conference plans were impacted by the pandemic, you’re not alone. And if, like many, you’ve chosen to move forward by converting to a virtual conference, you’ll be relying more than ever on your speakers’ skills. Share these 8 tips with your virtual conference speakers to help them prepare to impress.
It happened fast. One day you were meeting with your colleagues at the office. The next day you and everyone you work with are working in remote isolation from home. Whether you’re new to working remotely or an experienced veteran, we all need to raise our virtual collaboration game to not only make this new reality work, but to make it work really well. Read on to discover seven practical, high impact tactics you can implement right now to ensure the success of your virtual meetings.
Customers coming to a user conference aren’t there for the fanfare, they’re there for the expertise. If you’re an expert speaking at a user conference, you’re highly knowledgeable and passionate about your topic, but you might not be an expert at speaking in front of an audience. Here are five practical tips that you can implement right away for any upcoming speaking event.
Learn how making a few smart, yet simple, changes to your email can improve your odds of quickly getting the response you need.
- Welcome to the Future of Sales (Hint: It’s Virtual)
- Listen Closely: Your Company Culture Depends On It
- How to Deliver Impactful, Engaging Hybrid Meetings
- Leading a Virtual Team Means Doing Things Differently
- Are You Really Listening?
- 4 Listening Tips for Improving Your Virtual Meetings
- The Irresistible Power of Stories in Virtual Selling
- The Top Sales Skill for 2021!
- Top Virtual Communication Mistakes – and How to Overcome Them in 2021!
- Tell a Story. Close a Deal. Even on Zoom.