After over 25 years of sales leadership ups and downs, one phrase stands out for its simplicity and profound impact. "I trust you" — I've learned that these three words can elevate a struggling salesperson, instill confidence, and build a high-performing team. Let's dive into the significance of this often overlooked yet powerful expression.

The Weight of Three Words: "I Trust You"

1. Confidence Booster: The phrase "I trust you" isn't just a string of words; it's a confidence booster. For a salesperson navigating challenges, hearing these words from a leader is akin to receiving a vote of confidence. It's a morale lift that propels them to strive for excellence.

   Example: Imagine a struggling team member receiving assurance: "Despite the challenges, I trust you to overcome them. You've got what it takes."

2. Proactive Trust-Building: Proactively expressing trust yields remarkable results. When leaders openly convey their trust, it creates an environment where salespeople feel valued. This trust becomes a two-way street — a reciprocal relationship where both parties are invested in each other's success.

   Example: "Let's start this project with trust. I believe in your abilities, and I trust you to deliver outstanding results."

3. Responsibility and Accountability: The phrase places a mantle of responsibility on the salesperson's shoulders. It communicates that trust is not just given; it's earned and should be safeguarded. This sense of responsibility often leads to increased accountability and a desire to maintain the trust placed in them.

   Example: "I trust you to handle this client independently. Your judgment and expertise are key. Let's make it a success."

Practical Implementation: Using "I Trust You" in Coaching Sessions

• Coaching Session Dynamics: Incorporating this phrase strategically during coaching sessions can be transformative. It creates a positive space for constructive feedback and encourages the salesperson to take ownership of their development.

• Balancing Trust and Guidance: While trust is empowering, it doesn't mean leaving the salesperson adrift. Pairing trust with guidance ensures a balance between autonomy and support.

FAQs:

Q: How to build trust in the workplace? A: Building trust in the workplace starts with open communication, consistent actions, and showing genuine interest in your team members' well-being.

Q: How to build trust in a relationship? A: Trust in relationships grows through honesty, reliability, and mutual respect. Communicate openly, fulfill commitments, and prioritize understanding.

Q: How to build trust in a team? A: Foster team trust by promoting transparency, encouraging collaboration, recognizing individual strengths, and celebrating shared successes.

"I trust you" — three words that carry the potential to transform a struggling salesperson into a confident, responsible team member. Embrace the simplicity of this phrase, and witness its profound impact on building trust and fostering success.

Free Sales Leadership Resource: The best time to infuse trust is during coaching sessions. Explore effective coaching strategies in my Sales Leadership Playbook here.