Credibility is an extension or outcome of trust. Trust is largely a function of presence. Am I present and in the moment with my employees, co-workers, and clients. When I am able to reduce ego, agendas, my need for my own personal preferences, and distractions I am able to hear things I could not before or hear things in new ways. Typically we are caught up in things that have happened prior to a meeting or what will happen afterward, and we miss much that is in front of us. When we are truly present:
1. We ask questions we would never have before.
2. We clearly recognize the commitments we make.
3. We solve problems with the other person in mind.
4. We are willing to co-create or co-discover.
All of these things make us more reliable, credible, and authentic.
For example, sales people who are able to let go of their agenda and focus on their client ask more thoughtful questions and spend more time understanding needs and close more sales. Clients are more confident and therefore more credible with you and with others.
Sales people who focus on their own “stuff” try and close sales early and ask leading questions in order to try and make a sale and sell less. Clients are less confident and therefore lack credibility with you.
It is interesting, but the phenomenon really is the more you can focus on others the more successful you become. Even more incredible is that you build a stronger more impactful relationship with trust. Everyone wins. People talk more, collaborate more, are more creative, and it takes less time because there is trust and everyone drops their guard or metaphorical mask. Everyone wins and everyone becomes more credible.