How Do You Build Trust?

Yesterday I had the privilege of listening to Charle Greene, author of Trust Based Selling and Trusted Advisor, talk about how to build trust. His core message was a good reminder of all the things we do not do consistently well: Engage the client or prospect; listen to what is really important to them; start the process from the client's perspective; include the prospect or client in the solution in a collaborative way. You gain someone's trust by proving your reliability, sincere concern,and your willingess to address their needs - not yours. 

It was a great lesson, and one that I am happy to pass on!