Some people say you can’t see trust. I disagree.
How can you tell whether you’re making progress in your persuasion attempts with a particular person — especially in such critical areas as trust and credibility? Try consistently observing a particular person’s actions (or inactions).
Here are seven pieces of evidence of things unseen:
1. Your target volunteers information that is not requested.
He might say this: “You’ll also need this, which is a study done a year ago. Not many people are familiar with it, but it’s exactly what you’ll need.”
If your target didn’t trust you, you’d never see that report.
2. Your target shares humor.
He might say this: “Just to show you how my day is going: I had a lunch meeting and went to the wrong restaurant. And I was the guy who made the reservation!”
A comment like that shows the target is willing to let down his guard with you.
3. Your target accepts pushback and contrary views.
She might say this: “I see your point. I hadn’t thought of the impact on our European operations. I’ll have to reconsider that.”
This means your target is willing to consider different perspectives. On the other hand, when someone says, “I’ll keep that in mind,” he’s blowing you off.
4. Your targets requests your advice.
She might say this: “What’s your take on the new sales promotion?”
If the target didn’t trust you or find you credible, she wouldn’t ask for your opinion.
5. Your target shares confidential details.
He might say this: “The news hasn’t been released yet, but the head of R&D has been selected.”
This target knows you can be trusted. Don’t prove him wrong.
6. Your target meets deadlines and respects financial limitations.
When someone comes in on time and under budget, that means he respects you. Remember, once is an event, twice might be coincidence but three times is a trend.
7. Your target engages in friendly follow up and continuous contact.
Trusted colleagues stay in touch. It’s as simple as that.
Look for these subtly-disguised hints, and you’ll know when you’re making persuasion progress and when you need to step up your game.