The lists of pre-requisites to creating Trust within business relationships, and the many theories on retaining or regaining Trust, add up to an overwhelmingly complex topic.
Trust is, or should be, much simpler than that.
In every interaction within a business relationship, both parties are seeking one simple understanding –
What is the REALITY of this specific situation?
Strip away all the pretence and posturing that typically sellers and buyers bring to their negotiations, and expose REALITY.
- Does the buyer have a genuine need for, and capacity to buy, a solution similar to that offered by the seller?
- Does the seller’s proposed solution genuinely satisfy the buyer’s wants and needs?
- Are the financial arrangements currently proposed by the seller as attractive as might be eventually offered?
Once both parties legitimately present the reality of their situation, mutual Trust is established, and a decision to proceed, or not to proceed, will be made by both parties – based on REALITY.
No winner. No loser.
But who needs to lead the way in this “I’ll show you my reality if you show me yours”?
That responsibility rests with the seller – but if the seller genuinely values the business relationship more than the next transaction, there is no risk in going first.
Go on — give REALITY a try!
No comments:
Post a Comment