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Five Trust Skills: Part 1 of 5


There are five main trust skills that underpin our everyday actions. Today we will discuss the first of these very important skills; listening.

Listening is defined by the Merriam-Webster dictionary as, “to hear something with thoughtful attention : give consideration”.

Almost everyone in a role that deals with sales, consulting, or general business knows the importance of listening.  These days, with the constant chatter of tech gadgets and social media, most of us could use a lesson on how to improve the most basic and yet crucial skill of listening.

According to “The Trusted Advisor Fieldbook“, these days, the type of listing most people consider to be high order or active is insufficient when it comes to building trust.

The kind of listening that endangers trust is not listening to identify needs or to mine for data to justify your pitch or sale. What we need to focus on instead, is called empathetic listening, where the focus is on the act of listening itself. When you are fully engaged, your partner receives it as an act of respect and is more likely to reciprocate.

Empathetic listening is important because empathy is the foundation of influence. You have to earn the right to be right. Others will listen to you and be open to your advice, your point of view, and your perspective once they feel that they have been fully heard and understood by you.

Once you have taken the time to sharpen your skill of listening, you will awaken the opportunity to strengthen your existing relationships as well as build a solid foundation for those in the making.


Find more information on the Five Trust Skills in “The Trusted Advisor Fieldbook“, written by Charles H. Green and Andrea P. Howe.