With thirty plus years of federal service in the United States naval academy, Marine Corps, FBI agent, counterintelligence and author of The Code of Trust. With his background in federal law enforcement in counterintelligence, recruiting foreign spies and building trust to align their priorities with those of us he realized the art form of interpersonal communication. When asked to write an article about the work of his behavioral team it became obvious that he was strategizing trust. He was strategizing how you create a healthy relationship. His book is based on five distinct principles.
Sales Expert Interview covers:
- Suspend your egos
- Remaining non-judgemental is this environment
- Shape your thinking when working with entrenched views
- Being generous without expectation of gain
Suspend your egos.
The reason we need to suspend our egos is that every human being is seeking to be valued and affiliated by others. Making the conversation about others and not about ourselves is part of suspending your ego. Robin shares four quick things to do to ensure the conversation is about the other person providing an opportunity to seek and understand the other person for their thoughts and opinions.
How to remain non-judgemental is this environment is difficult to execute:
With another of his distinct beliefs of honoring reason. Constantly asking if what I’m about to say or do about to help or hinder where it is that I’m trying to get to. People focus on the means to goals. Robin focuses on the ends; working towards the end which is a happy healthy relationship. Removing the emotional hijacking by thinking of the cause and effect will inspire trust.
How did it shape your thinking when you had to work with someone who had entrenched views:
Within normal human behavior, everyone has the core belief and priority for their safety, security, and prosperity for themselves and that of their family. And how do they want to achieve them; healthy relationships and how to achieve the core beliefs and work backward. Finding those anchor points and then work towards the more granular things. First forming the healthy relationships you can really accomplish anything. Looking for commonality rather than differences since everyone’s service and a standard is situated around these core beliefs.
The idea of being generous without the expectation of gain:
The code of trust is flawless. Robin describes the third anchor in the principles of the book as: be an available resource for the prosperity of others with no expectancy or reciprocity. If you keep offering your services without building resentment. Evaluating if you are mismanaging the healthy relationship. The only thing we can control in the world is how we feel about the world around us. What was the reason you were offering your resources? You want to work with companies you trust. Trust begets a healthy relationship.
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.