Six Risks You Should Take to Build Trust
Six Risks YouShould Taketo Build Trust
There is no trust without risk. Those whoavoid risk lose priceless trust-buildingopportunities, while those who masterrisk-taking learn what is paradoxically thegreatest risk mitigation strategy.
Consider this true story:
A client o ours we’ll call Jared describesbeing in a sales meeting. At a key pointduring the meeting, Jared’s potential clientsbecame silent in a way that made Jaredeel uncomortable. The awkward momentpassed, and the meeting proceeded. During the debrieng, Jared and hiscolleagues discovered they had all beenuncomortable with the silence. They hadno idea how to interpret it. Jared recounted,“We couldn’t tell i they were quiet becausethey were turned of, or because they werereally impressed!”
Jared and his colleagues wanted verymuch to be seen as trusted advisors totheir prospective clients. But choosing