Strategies | All in With Trust: Negotiate Better Deals, Increase Confidence and Build Better Relationships

ALL IN WITH TRUST:

NEGOTIATE BETTER DEALS, INCREASE CONFIDENCE, AND BUILD BETTER RELATIONSHIPS

Trust is regarded as one of the most critical and essential ingredients in By: Pamela Barnum business, especially M.P.A., J.D. Trust Strategist & Nonverbal in collaborative Communications Expert buyer and supplier relationships like insurance. Unfortunately, trust is eroding at a catastrophic rate around the world. It has become much harder to discern what is and isn’t true. We must work to rebuild trust within our organizations. Businesses communicate trust with their everyday actions. Insurance professionals who communicate trust to their customers, employees, and shareholders build lasting and mutually beneficial relationships. Research confirms that most of our communication is nonverbal and that trust is primarily expressed by what we don’t say. Nonverbal communication, or body language, is an elaborate secret language used by everyone but fully understood by few. Those who are fluent in this secret language build trust and gain influence faster than their competitors. Without investing additional time or money, nonverbal techniques that express confidence, integrity, and empathy are used to increase influence and build trust with customers, employees, and stakeholders. Confidence can be expressed nonverbally in several ways that build trust without appearing brash or arrogant. 1. Power posture. Sitting or standing with good posture signals confidence and reliability. Here’s an insider tip; if you’re offered a selection of chairs, choose the straight-backed chair over the comfy sofa to maintain your posture better.

2. Allow silences. There is nothing wrong with a bit of silence, and it doesn’t have to be awkward. Use silences to your advantage. For example, allow a beat in the conversation to show that you listened. Silences allow for consideration, and they show that you’re confident.

3. Impeccable manners. Our nonverbals often convey messages of respect, or a lack thereof. Attending a meeting late could be interpreted as disrespect for the person you’re meeting, or at the very least, that you’re disorganized.

Integrity means behaving in a way that is consistent with your values. Communicating integrity through facial expressions and gestures is cost-effective and easy to implement.

Eye contact is one of the most valuable indicators of integrity because it can signal interest, openness, and honesty. To effectively establish eye contact, the research recommends:

1. Use the 50/70 rule. Maintain eye contact for approximately 50% of the time while you’re speaking and 70% of the time while you’re listening.

2. Establish eye contact immediately.

Before you begin speaking, focus on the listener’s eyes and do not look down or away.

3. Practice. Excellent eye contact comes naturally, so some, but for others, it is a challenge. Practice looking at an eyebrow or space between the eyes and mouth.

Empathy is critical in building trust with others. Using empathetic body language facilitates openness and creates an environment that encourages collaboration over competition.

Try these simple strategies to communicate empathy and build lasting trust with others:

1. Move from behind your desk. Removing a perceived barrier increases empathy and creates a bond of trust naturally. 2. Smile. A Penn State University study found that people who smiled were perceived as more likable, competent, and empathetic, and as a result, were better paid.

3. Mirroring is adopting similar gestures, expressions, and temperaments, and it is one of the fastest ways to express empathy and build trust.

For more in-depth techniques and strategies, join Pamela Barnum at the Big I Oregon InsurCon 2021.

INSURCON 2021: October 10th-12th Eagle Ridge Resort Redmond, Oregon

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