The 3 Things a Candidate Needs to Believe
A great mentor used to always say that people walk around with 3 questions in mind about their relationships.
1. Can I trust you?
2. Do you care about me?
3. Is there value in our relationship?
And each one has to be answered before you can answer the next, with trust being foundational.
They're not going to trust in what you’re offering, if they don't trust you. They’re not going to care what you have to say about your vision, the opportunity, or the company if they don't trust you. Perhaps you know the book ‘Speed of Trust’- it makes a great point. It explains how trust has a very practical business currency to it. Once you have someone's trust, it makes everything easier.
Now, if you want someone to trust you and to believe in what you're offering, you first need to make them believe that you care about and like them. Most people try to be liked themselves. They want to be the hero of this journey. But that's the exact opposite approach to what is actually most effective.
Because, if you like me but you're not sure if I like you, how confident do you feel in the relationship? …Not very.
But if you feel like I care about you, that allows you to trust that I’m not going to screw you over. If you feel like I care about you, you can trust that I’m not going to lie to you. If you feel that I care about you, you can trust that I’m not going to waste your time. Because you don’t do that to people you care about.
Once a person believes that they can trust you and they believe you care about them, then that opens up to the 3rd question, which is what most people try to start with… which is why it falls flat. The 3rd question being: is there value here in this relationship? A person is not going to be interested in the value you offer if they don't believe they can trust you, and they don't believe you care about them. So before you go into the logistics and details of your value proposition, you need to take the time to make sure the two foundations of trust and care are in place.
- Joe
Joe Arroyo is the expert on recruiting, selecting, training, and retaining world-class talent. As CEO of Vision Architect and Convert, him & his team have been "building business by building people” since 2001.
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