Many around the world are starting to realize that leadership is not about what can be done for the leader but rather what the leader can do for others. We often hear the term “servant leadership” in which I often wonder what other kind of leadership is there?
When our heart is in the right place and we are truly sharing out of our desire for others to succeed, there is still one big question. Do they know you are truly in it for them? That is why it’s important for us to establish trust. The old adage they don’t care how much you know until they know how much you care is so true. I hope you enjoy this acronym below to help grow in this area.
The T stands for “talent.”
I am not a big fan of talent in itself as being something we are born with but rather something that is earned through failure and learning. The better prepared you are, the greater the chance for success. Preparation compensates for a lack of talent!
The R is for “Relate.”
Relating is building trust and rapport with the prospect. The focus in this step is on the prospect, not on you. This step is a continuous process. You should relate to the prospect through the entire process. You are continually establishing, building and maintaining trust and rapport.
The U is for “Uncover the Needs.”
The purpose of this step is to identify the real needs, issues and concerns. By focusing on the needs of the prospect, you discover the real problem(s). By gathering information, you become aware of the real need. By verifying this information to the prospect, you help him become aware of the real needs.
The S is for “Share the Solution.”
This is where you present your recommendations customized with the prospect’s benefits. Once you have identified the real needs, issues and concerns, you must present your solution. This solution and the presentation of this solution must be done from the prospect’s point of view, with some passion and heart behind it. Your belief has to be stronger than their doubts.
The T is “Take Action.”
In other words, manage the objections and then close the sale. This is when you will enter into an ongoing relationship with the prospect. Once you have related with the prospect, uncovered a need and shared the solution, you must now gain commitment on the action to be taken. If you have worked through the entire process, this should be a natural end to the conversation and formalizing all the things you have discussed up to now. By using a process you always know where you are, which saves you time, keeps you on track and helps you be prepared for the next step.
Thank you for reading! I hope you learned some valuable points to help you establish trust. Please comment, forward and share the post. We enjoy reading and seeing your interactions.
If you haven’t read last weeks post, I encourage you to do so. I am truly thankful for Laurie Rubidge! Her lesson in last week’s post about how WE CAN WIN was so powerful!! The real life story of her and Sylvester Stallone is a true testimony to her passion, love, and commitment for others putting her in places most would only dream of. I’m so glad we all get to learn from her through NLL!