READING TIME:70 SECONDS –
- If you want instant cooperation always use the word “because” (“have you thought about talking to/incorporating this because……”) Automatic response is based on reason, or at least the appearance of reason.
- Adjust your attitude to fit the situation before you approach someone, or they approach you because your attitude not only drives your behavior – it drives theirs. Welcoming, curious, enthusiastic and resourceful are really useful attitudes.
- Speak in positives because when you say what you mean it makes cooperation easy. (“Rest assured” instead of “don’t worry,” “you are welcome,” instead of “no problem,” “call me with any questions about delivery,” instead of “don’t hesitate to call if you are unsure about delivery”)
- Make eye contact because you can’t create trust without it. The same goes for open body language – open hands, uncrossed arms, etc.
- Give feedback, physical and spoken (nod, say “I see” etc.), it makes the person feel understood and gets them to open up.
- Make sure your voice tone, your body language and your words are all saying the same thing. Mixed messages (like smirking when you’re angry) cause confusion and destroy trust.
- Be on the lookout for opportunities to say “Me, too” (or “What a coincidence,” or “Funny you should say that”). There is no faster way to engender trust and build bonds than by finding common ground.