The trust equation
Cedric Le Perff · 10 November 2021 · 1 min read
The foundation of relationships, and therefore of sales?
Last week my coach Judith reminded me of the trust equation, first introduced in 2000 by David Maister in his book The Trusted Advisor.
Trustworthiness = (Credibility x Reliability x Intimacy) divided by Self orientation
It helped me understand why some working relationships feel less trustworthy. Maybe too much of a personal agenda, or too many misses on reliability. It is also useful to ask what is in our control to strengthen trust.
It is a strong framework when selling to a new client too. Showing credibility, being reliable, sharing personal information and intentions: that is close to a checklist for selling the right way.
Please tell me if you know other models for building trust.
Put it into practice.
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