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Archive for July, 2010

Trust-based™ Selling and Business Development Speech for MIS

Friday, July 30th, 2010

Marketing Institute of Singapore (MIS) Speech July 29, 2010

A brief overview of the challenging current selling and buying environment and how to deal with it. For presentation download: Trust-based™ Selling and Business Development

Please send an email to: trip.allen@egyii.com if you are interested in the article, Trust: The Core Concepts, which covers the 3 models that will help you develop trustworthiness and the article Can Trust be Taught?

For more information on the Marketing Institute of Singapore, please click here MIS.

Thank you for attending.

Trip Allen, Team Egyii, Singapore

How Trust Propels Teamwork

Wednesday, July 21st, 2010

Global TeamTeamwork, a key to success in many business environments, works seamlessly at times, but does face numerous challenges. In team situations, there can be obscure amounts of jealousy, feelings of neglect, a lack of authenticity and the tendency to jump to quick conclusions, just to name a few of the complications.

What then transpires due to these and other challenges? Cliques are formed, feuds happen and morale is down. This then results in lower performance levels, a lack of productivity, and general negativity which, ultimately, causes the teams to fall apart.

How to keep teams intact? Trust. Trust is the backbone to teamwork.

..the most critical, foundational building block of a team is trust. Without trust most teams are really disparate collections of individuals called groups. The element that creates or erodes trust is your individual behaviour. Charles H. Green, Trusted Advisor Associates

Business team leaders therefore need to build trust, by behaving in a trustworthy manner. The team members won’t trust them for the sake of trusting. It is too risky. Therefore, the team leaders need to lead and exhibit the traits and characteristics that create trustworthiness. It is up to the leaders to drive two of the following Trust Principles:*

Collaboration: To work jointly with others or together especially in an intellectual endeavour. (Merriam-Webster)

A few examples:

Team leaders need to demonstrate trustworthiness by constantly involving the team member. Don’t speculate about what your team is thinking – ask them.

Value meetings over phone calls and phone calls over emails. Make it personal.

Practice putting all issues on the table for joint discussion.

Transparency: The art of being transparent. Transparent: 1) free from pretense or deceit: frank 2) easily detected or seen through: obvious 3) readily understood 4) characterized by visibility or accessibility of information especially concerning business practices. (Merriam-Webster)

Nothing destroys trust faster than the team leader who appears to be withholding information or trying to control the team member. Be willing to be open about your practices.

Most organizations recognize that trust is an important consideration in their company’s success, but many employees don’t feel it is being nurtured internally. The main culprit? Top management… Charles H. Green, Trusted Advisor Associates

Trust drives relationships which drives teamwork, therefore team leaders need to set the example and drive trusted relationships… to keep the teams together.

Trip Allen, Team Egyii, Singapore

*The Four Trust Principles, Charlies H. Green, Trusted Advisor Associates

The leaders who work most effectively have trained themselves not to think “I.” They think “we;” and they think “team.” They understand that their job is to make the team function. They accept responsibility and don’t sidestep it. But “we” get the credit. This is what creates trust, what enables you to get the task done. Peter Drucker.

Trust Edge: The Unparalleled Power of Trust

Wednesday, July 14th, 2010

A brief overview of the economic and personal benefits of the power of trust. Speech for the Rotary Club of Singapore July 14, 2010.

For presentation download: The Unparalleled Power of Trust.

Please send me an email to: trip.allen@egyii.com if you are interested in the article, Trust: The Core Concepts, which covers the 3 models that will help you develop trustworthiness.

Thank you for attending.

Trip Allen, Team Egyii, Singapore

The ROI/Investment on Personal Business Relationships

Monday, July 12th, 2010

ROI

So how do you measure the ROI on personal relationships?

And why invest in personal relationships?

Personal relationships drive business, no doubt. Personal relationships are also one of the most powerful tools in the executive’s tool kit, although executives rarely admit it, because it is soft and tough to measure.

You can see a direct affect on business, but from a metrics perspective, it may be difficult. But, we all know that it works. It works because companies do invest in means of building personal relationships. They invest a large amount in personal entertaining- dinners, drinks, sports games, etc. All for building personal relationships.

So why not invest more on skills and mindsets to cement those ever-so-powerful personal relationships?

As my third grade teacher, Mrs. Drake, used to say, “Sometimes I wonder.”

Trip Allen, Team Egyii, Singapore

The Trust Edge: Trust-based™ Selling Keynote for MIS

Friday, July 2nd, 2010


Marketing Institute of Singapore (MIS) Keynote July 2, 2010

Buyers of complex services and products today are wiser and smarter than ever before.  Gone are the days of product pushing, old sales techniques and not connecting at a high level with the buyers.  What do buyers really want?

For more see MIS Keynote July 2, 2010.

Trip Allen, Team Egyii, Singapore