The Power of TrustCreating Profitable Relationships
The Power of Trust Dramatically increase your effectiveness with others as you learn the principles and skills of trust and interpersonal dialogue.
There is nothing more important to establishing a profitable business than understanding how to create long term collaborative relationships. When trust is absent, relationships are characterized by an adversarial attitude: me vs. you; us vs. them. Rather than goodwill, there are deep and hidden animosities. Respect is lost and our performance is compromised as our energies go into manipulation and protection rather than working together towards a shared vision. The most successful organizations of the 21st century will be those that know how to create a climate of trust and goodwill among their employees.
“I know in my heart that man is good. That what is right will always eventually triumph. And there’s purpose and worth to each and every life.”Ronald Reagan
What You Will Gain
In this program, you will learn how to interact with others in ways that build trust and win-win outcomes. Specifically, you will:
- Learn the core elements of trust.
- Identify how we engage in collusive, weakening patterns of relating to others.
- Experience a change of heart and know how to break out of collusive patterns.
- Come to view others in a way that promotes unity, trust and goodwill.
- Understand the three phases of interpersonal dialogue and practice the dialogue skills.
- Commit to interacting with others in strengthening rather than weakening ways.
- Develop the ability to confront poor performance and behavior problems.
Structure and Format
The Trust Factor consists of eight modules (two to three hours each) that are scheduled and delivered at least one week apart. The training comes alive as you participate in experiential exercises and role-playing helping you internalize the principles and skills that are taught.
1. The Trust Imperative
- Appreciate the need for a collaboration in our competitive environments.
- Learn the definition and key elements of trust.
- Evaluate the consequences of positive and negative trust within an organization.
- Understand the importance of being trustworthy and rate your trustworthiness.
- Receive feedback from others about your personal trustworthiness.
- Understand the dynamic of collusion.
- Be able to identify and diagram collusive relationships.
- Evaluate the consequences of collusion.
3. A Change of Heart
- Learn the four reasons we engage in collusion.
- Identify payoffs and prices from our collusions.
- Understand the folly of trying to get others to change.
- Learn the two ways of being in relationships with others.
- Experience a change of heart toward others.
- Learn and practice the skill of creating safe and trusting conditions.
4. Face-to-Face Communication
- Explore the role of communication in interpersonal relationships.
- Learn about alternative ways of communicating/influencing others.
- Identify your “native tongue” or preferred style of communicating.
- Understand the consequences of an absence of dialogue.
5. Interpersonal Dialogue: Core Principles
- Understand the definition and meaning of interpersonal dialogue.
- Learn and model the core principles of dialogue.
- Understand why mutuality is the “bedrock” of dialogue.
- Learn how to create a pool of shared understanding.
- Know how to solve problems in a win-win way.
6. Interpersonal Dialogue: The Steps
- Learn the steps of dialogue.
- Practice the skills of mutuality.
- Learn and practice various inquiry skills.
- Understand the meaning and guidelines of advocacy.
- Practice using the skills of dialogue.
- Identify actions to improve your ability to engage in dialogue.
7. Harnessing Harmful Behavior
- Learn to confront behavior that fails to meet your expectations.
- Understand the importance of discipline and conformity in building trust.
- Develop a set of non-negotiables for those whom you lead.
- Practice the skill of harnessing harmful behavior.
- Apply the skill to back-home situations.
8. Strengthening Our Relationships
- Understand the characteristics and consequences of co-dependency.
- Know the difference between responsibility for and responsibility to another.
- Learn a credo for your relationships.
- Understand what you do that weakens others when you intend to help.
- Learn the valuing process as a skill to strengthen others.
- Evaluate what you do to strengthen others in your relationships.
- Understand how contracting can be used to strengthen yourself and others.
President | COO
I am teacher, speaker, author and business growth expert. I teach sales organizations, SME’s (small-mid enterprise) to more effectively market and sell their product and services. Our consortium of small business experts focus on sales, marketing, and leadership strategies.
I have an extensive background and education in sales and executive sales leadership in companies ranging in size from start-up to the Fortune 100 level. 60,000 hours of relevant field experience have equipped me with a robust set of tools and resources to help small businesses and sales professionals compete and win.
Achieved multiple national awards as a sales representative and sales management executive.
Earned a BS and MBA in 1996. Completed post academic work in Management Leadership Research at the renowned Tepper School of Business (Carnegie Mellon University), and serve as a master adjunct professor.
Published: Author of the fast growing series..”I Didn’t Sign Up..” including, “I Didn’t Sign Up To Be In Sales,” (2012) I Didn’t Sign Up To Be In Marketing,” (2013) I Didn’t Sign Up To Be a Business Failure,” (2014) and “I Didn’t Sign Up For This Dead End Job” (2014) and “Coaching The Super 5%” (2016).