The Value of Trust

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over a one minute investment every day for a lifetime of results.

Number one, the foundational emotion. In the 500 years of study of human performance, there is only one value that matches a behavior, only one. And it is the value of trust. Any of you disc takers, that's the I. The I is not only a behavior style; it's a core value. We have to have trust before we can go anywhere else. So what would your working definition of trust be? How do you know you trust somebody? You can call it. Do what they say.

Do what they say; I like that. Tell them your secrets. Pardon me. Tell them your secrets.

Tell them your secrets—that's a good one. I like that technique. We need to have common goals or interests. Now, I'm going to make it even easier for you. Whose common goals and interests do we care about? If Rafael here is the prospect or the client, and I'm the salesperson, whose goals and interests matter? Rafael's, not mine. It's not all about me; it's all about him.

If Rafael says, hey Carl, do you golf? Does he care if I golf? Not at all. Is that okay? All right? And what does he want to talk about? Golf, whose game? My game or his? His. So somebody comes up and he says, hey Vanessa, what did you do last weekend, right? Did they really want to hear about Vanessa's weekend? Nah, they can't wait, . They had a great experience, and they want to tell their story, right? So common goals and interests means them. Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.