The crucial factor in any business relationship, or any relationship for that matter, is trust.  It can be hard to understand how to evaluate who and when to trust someone you have just met. There is no simple formula for trust, but there are some general principles and practices that can help. Here are some tips based on the web search results I found:

• Trust yourself first. As one article says, trust is like skydiving: you need to have confidence in yourself and your abilities before you can trust others.

• The company is passionate about your industry and has demonstrated success with similar companies. They demonstrate more than a paper thin knowledge the industries you call on and the skills requirement to sell to them.

• Your gut tells you that your values are similar “going with your gut” can sound flippant or glib, but trusting your instincts is a way of navigating the world that’s backed by research.

• Be transparent and consistent. Share information openly and candidly with your prospects and clients.

• Follow through on your commitments and promises, and do what you say you will do

• Communicate effectively. Listen to your clients / prospects and understand their needs, goals, and expectations.

• Explain the business rationale supporting their objectives, and how they align with the shared vision and values of your offering.

• Provide regular feedback and address any concerns or conflicts promptly and respectfully.

• Show respect and empathy, value their opinions and contributions.

• Be supportive and helpful, show genuine interest and curiosity about their company.

• Find common ground and shared interests with your prospects / clients, and create positive experiences together.

• Express gratitude and appreciation

• Demonstrate competence and credibility. Demonstrate the skills, knowledge, and expertise to deliver quality results and solutions.

• Keep up with the latest trends and developments in their industry and seek continuous improvement and innovation.

• Provide evidence and references to back up your claims and proposals, and avoid exaggerating or overpromising

Trust impacts us 24/7 and undergirds and affects the quality of every relationship, every communication and every interaction. Contrary to what some believe trust is something you can do something about.  Trust will shorten your sales cycle and all of your negotiations – as the popular ad states “It’s priceless.