How to Gain Trust

In the first three minutes of a call to optimize trust… turns out there’s a strategy that creates instant influence through instant trustworthiness. It is to do the opposite of what we are normally trained to do when we present our case, which is to present all of our strengths first, all of the most compelling, most attractive features of what we have to offer. And then we mention the weaknesses or the drawbacks because, after all, all cases have strengths and weaknesses.

To create instant trustworthiness, not the very first thing you say of course, but early, mention a weakness or a drawback in your case that creates instant credibility so that everything you say after that is seen as trustworthy. That’s how you produce short-term, quick credibility.