Building Trust Through Benevolent Intent

Welcome back to the 14th issue of Disrupting Conversations!

Human beings are social creatures, evolved over millennia to be able to assess if an interaction is trustworthy or will lead to harm. In this issue, we’ll discuss how the simple act of focusing on others builds trust. 

Benevolence is our ability to focus our listening, filtering, and intent on others - what’s best for them. It means we put our own needs on the back burner.  

Remember, your intent drives how you gather, filter, and decode what you hear, observe, and experience. 

🎙 If you haven't had a chance to tune in yet, don't miss our latest podcast episode. Celebrated author Stephen Shedletzky and I discuss how to build benevolence and trust, as well as the ways in which you can build a Speak-Up Culture.

Enjoy this issue, and if you have questions or feedback, don't hesitate to reach out right here.

–Dan 

Breaking Sales is my podcast to connect with those who are ready to break free from the chains of old sales methodologies that don’t work.

🎙 Building a Speak-Up Culture

My exploration of trust and benevolence begins with my two-part interview with author and speaker Stephen Shedletzky. 

In Part Two of our conversation, we discuss the benefits of benevolence, creating successful and long-lasting business relationships, and building a “Speak-Up Culture” in teams and organizations.

Curious to learn more?

Listen in to our insightful conversation, and be sure to subscribe to hear more from the Breaking Sales podcast.

Building Trust Through Benevolent Intent

Trust hinges on a delicate balance of intent and perception, and it's your approach that makes all the difference. Whether you're walking the path of a salesperson or embarking on the journey of leadership, trust is manifested in the way you listen: the questions you ask, the words you choose to speak, and the purity of your focus and intent that trust takes root.

How can we generate feelings of trust?

Benevolence is a number one trust factor, above consistency, timeliness, and even competency. People only care about your competency when they can connect how your expertise helps them.  

This cannot be faked, otherwise you’re risking insincere manipulation, and human beings are very good at rooting this out. This traces back to our evolution as human beings. Imagine our ancestors facing an unknown situation: they had to decide swiftly whether it was safe or potentially life-threatening. 

That same primal instinct still resides in your prospect. They're sizing you up, scanning for any signs of danger or deceit. If they sense even a hint of a sales script, an insincere agenda, or self-serving intent, it signals potential harm. This is where trust goes up in smoke, and you're left with an uphill battle to regain it, no matter how competent you are.

That same primal instinct still resides in your prospect. They're sizing you up, scanning for any signs of danger or deceit. If they sense even a hint of a sales script, an insincere agenda, or self-serving intent, it signals potential harm. This is where trust goes up in smoke, and you're left with an uphill battle to regain it, no matter how competent you are.

Instead, let go of your short term self-interest and allow your curiosity to surface. It's not about your win themes or scripted value proposition, but rather, an authentic desire to listen, learn, and help. This is the foundation upon which trust is built. When’s the last time you made a decision to change based on someone else’s needs, wants, or intents? 

The essence of this lies in what you can give, rather than what you can take. It’s the ability to slow down, take a breath, listen to learn, and stop listening to talk. 

Benevolence is your silent guide to mastering the art of building trust. Embrace it, weave it into your daily practices, and watch how the fabric of your professional relationships transforms your conversations and results. 

Embrace benevolence, build trust

Trust is fragile, easily lost if you slip into a sales mode where you push your intent ahead of the prospects or clients interests. 

Leading with competency and expertise can be the quickest way to kill trust and the deal.

Thanks for reading!

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