Regardless of what line of business you’re in, every organization, every department, every team has at least one person whom everybody trusts. When that person takes on a project, it’s done well, on time and on budget. He gives you advice? It’s solid. She provides data or other information? It’s accurate. These are the people who get things done. And these are the people who hear “yes” more often.
In short, they possess the secret to persuasion success: killer credibility. The dictionary defines credibility as “the quality of being trusted; the quality of being convincing or believable.” I define it with one word: “essential.” Throughout your career, your credibility will be tested. All the time.
Easy to lose and tough to build, credibility ranks as one of the primary characteristics of a successful and professional persuader. A basic determination of credibility can be found in the following six indicators:
- You do what you say you’re going to do.
- Your information is accurate and unbiased.
- You’re not prone to exaggeration or hyperbole.
- You admit when you’re wrong and accept blame.
- You share the credit when successful.
- Your word is your bond.
The key question is this: What do people say about you when you’re not in the room?