[vc_row full_width=”stretch_row” css=”.vc_custom_1508395240044{padding-top: 175px !important;padding-bottom: 175px !important;background-image: url(https://azvantage.com/wp-content/uploads/2017/10/article.jpg?id=1985) !important;background-position: center !important;background-repeat: no-repeat !important;background-size: cover !important;}”][vc_column css=”.vc_custom_1501494749673{padding-right: 0px !important;padding-left: 0px !important;}”][/vc_column][/vc_row][vc_row full_width=”stretch_row” css=”.vc_custom_1497941169196{margin-bottom: 0px !important;background-color: #ffffff !important;}”][vc_column][vc_custom_heading text=”It’s all about relationship” font_container=”tag:h2|font_size:36px|text_align:center|color:%23000000|line_height:35px” use_theme_fonts=”yes”][vc_custom_heading text=”From Cultivate your leader” font_container=”tag:h3|font_size:24px|text_align:center|color:%233ab25e” use_theme_fonts=”yes”][vc_column_text css=”.vc_custom_1508326405334{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]
“With the right relationship, a hill can become a molehill, and without one, a molehill will become a hill.”
[/vc_column_text][vc_column_text css=”.vc_custom_1508393650260{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]
By Zain Ali
[/vc_column_text][/vc_column][/vc_row][vc_row full_width=”stretch_row” css=”.vc_custom_1499919243903{margin-bottom: 0px !important;}”][vc_column][vc_column_text css=”.vc_custom_1508328983450{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]Just like birds, we tend to fly with the same flock, and it takes a very concentrated effort to reach out to people across the aisle. Since I have almost two thirds of my career in Technology, my belief is that technical people such as in Engineering, Information Technology or Accounting have an even harder hurdle to cross to reach across the aisle. The main reason for the extra hurdle is the fact that most of our university years are spent on technical education with very little emphasis on communication, public speaking, building relationships, teamwork, etc. Once we enter the work life there is limited funds for training each year, and if you are not in a sales position most of that budget is spent on gaining more technical knowledge or to keep up with certifications in a constantly changing technologies world. In most of my teams, I have had to emphasize with my technical teams that we do not have to call or email the person that is sitting two desks away, it is ok to get out of the chair and walk over to their cubicle to have a quick discussion.[/vc_column_text][vc_single_image image=”1959″ img_size=”medium” alignment=”center” css=”.vc_custom_1508398288724{border-top-width: 1px !important;border-right-width: 1px !important;border-bottom-width: 1px !important;border-left-width: 1px !important;border-left-color: #919191 !important;border-left-style: none !important;border-right-color: #919191 !important;border-right-style: none !important;border-top-color: #919191 !important;border-top-style: none !important;border-bottom-color: #919191 !important;border-bottom-style: none !important;}” el_class=”border-img”][vc_column_text css=”.vc_custom_1508328997745{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]Stephen Covey in his book, 7 Habits of Highly Successful People talks about emotional bank. He talks about a very simple concept of deposits and withdrawals in which we humans either make personal deposits, withdrawal, or no change when we connect with each other. If we do something for someone then we are making a deposit, if we ask them to do something for us we are making a withdrawal, or if we have a neutral conversation then nobody is making a deposit or withdrawal. My opinion is that we should be making as many deposits as possible with the mindset that we are not expecting to make a withdrawal ever. That way, if you are unable to make a withdrawal, then there are no disappointments, plus I also believe if you make a deposit with one person with no expectations in return, life has a funny way of giving it back to you from somewhere else. In order for people to trust you, you need to focus on three things which are Credibility, Empathy and Respect allowing you to become a Trusted Advisor.[/vc_column_text][vc_column_text css=”.vc_custom_1508327200957{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]Let us explore each one of these in a little bit more detail[/vc_column_text][vc_custom_heading text=”Credibility:” font_container=”tag:h3|font_size:24px|text_align:left|color:%233ab25e” use_theme_fonts=”yes” css=”.vc_custom_1508327226918{padding-left: 7% !important;}”][vc_column_text css=”.vc_custom_1508327276228{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]Credibility is typically built over time and this time can be shortened by focusing in the following four areas:[/vc_column_text][vc_column_text css=”.vc_custom_1508327358963{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]
- Proprietary: This is the first of the four and highly important when people see you for the first time and first impressions are made. Mostly judged on appearances where the closer you look to the person that you are meeting, the better the impressions. Where an expensive suit in a highly manufacturing shop would not set the correct impressions, similarly wearing jeans in an investment banking atmosphere would have the same impact. Clothes, hair, tattoos, etc. all come under the heading of proprietary and becomes less important over time.
- Competence: How well do you know your subject area, and the efficiency of your execution in making your commitments happen is the second thing that builds credibility.
- Commonality: Commonality means the things that are in common between the two parties. Examples include going to the same church, favorite sports team, university, city where you were raised, or hobbies, etc. The more things you have in common, the more your credibility goes up as long as the competence does not go down.
- Intent: Intent is the most important of the four, this is where the other party knows that the intent is in the interest of both parties. If for some reason, the feeling is that the intent is not mutually beneficial then Proprietary, Competence and Commonality do not matter and all trust would be lost.
[/vc_column_text][vc_single_image image=”1966″ img_size=”medium” alignment=”center” el_class=”border-img”][vc_custom_heading text=”Empathy” font_container=”tag:h3|font_size:24px|text_align:left|color:%233ab25e” use_theme_fonts=”yes” css=”.vc_custom_1508327391131{padding-left: 7% !important;}”][vc_column_text css=”.vc_custom_1508327541507{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]Empathy focuses on putting yourself in the other person’s shoes and seeing things from their perspective. Empathy has to be sincere with you genuinely caring about the success of the other person which is the key to a long term relationship that will last over decades.
One of the tenants of empathy is asking questions and allowing the other person to show you their experiences and perspective.
Just like listening, empathy requires much effort where you have to listen hard and be able to relate in a manner that you can capture the true feelings of the other person such as happiness, concerns, risks, etc. by relating to what they are saying with experiences that you have had in the past and figuring out at the same time as to what you could do to help them out of that situation. In some situations, listening might be the only thing that you could do to help them.
If you cannot relate to what the other person is going through, then you should be honest about it and say something like, “I cannot even imagine what you are going through since I have not experienced it personally, and I am sure that it has to be tough ….”
If you cannot assist them, then it could be as simple as, “I cannot think of how I might be able to assist and will ponder on this situation. On the same token if you can think of how I can be of assistance, please do not hesitate to let me know so we can explore it together”.[/vc_column_text][vc_custom_heading text=”Respect:” font_container=”tag:h3|font_size:24px|text_align:left|color:%233ab25e” use_theme_fonts=”yes” css=”.vc_custom_1508327565507{padding-left: 7% !important;}”][vc_column_text css=”.vc_custom_1508327684952{margin-top: 15px !important;margin-bottom: 15px !important;padding-right: 7% !important;padding-left: 7% !important;}”]The last item to build mutually trusting relationships is Respect. There are some general principles of respect that need to be adhered to under all circumstances which include:
- Give respect to get respect
- Visibly demonstrate respect if possible
- Never strip anyone of their dignity and pride
At the end of the day it is all about relationships, if we can build the right relationships and work in a partnering model then all the energy is focused on getting the work done vs trying to figure out who was right and who was wrong. Trusting relationships hinge on three simple things of establishing credibility, demonstrating respect and genuine empathy.[/vc_column_text][vc_custom_heading text=”Zain Ali” font_container=”tag:h3|font_size:24px|text_align:left|color:%23000000″ use_theme_fonts=”yes” css=”.vc_custom_1508329064977{padding-bottom: 55px !important;padding-left: 7% !important;}”][/vc_column][/vc_row][vc_row content_placement=”middle” css=”.vc_custom_1508394182485{padding-right: 7% !important;padding-left: 7% !important;}”][vc_column width=”1/6″][vc_single_image image=”1986″ img_size=”full”][/vc_column][vc_column width=”2/3″][vc_btn title=”BUY NOW AT” style=”custom” custom_background=”#214694″ custom_text=”#ffffff” shape=”square” i_align=”right” i_icon_fontawesome=”fa fa-amazon” add_icon=”true” link=”url:https%3A%2F%2Fwww.amazon.com%2FCultivate-your-Leader-Achieving-Extraordinary%2Fdp%2F154714579X%2F||target:%20_blank|”][/vc_column][vc_column width=”1/6″][/vc_column][/vc_row][vc_row full_width=”stretch_row” css=”.vc_custom_1497517215734{margin-bottom: 0px !important;background-color: #113686 !important;}”][vc_column][vc_raw_js]JTNDc2NyaXB0JTIwdHlwZSUzRCUyN3RleHQlMkZqYXZhc2NyaXB0JTI3JTIwc3JjJTNEJTIyaHR0cHMlM0ElMkYlMkZhenZhbnRhZ2UubWlzYWljLm5ldCUyRm1hcmtldGl2aXR5LmpzJTIyJTNFJTNDJTJGc2NyaXB0JTNFJTNDc2NyaXB0JTNFbWFya2V0aXZpdHklMjglMjczMSUyNyUyQyUyN3BhZ2V0cmFjayUyNyUyQzAlMkMwJTI5JTNCJTNDJTJGc2NyaXB0JTNF[/vc_raw_js][vc_custom_heading text=”Contact Us” font_container=”tag:h2|font_size:36px|text_align:center|color:%23ffffff|line_height:35px” use_theme_fonts=”yes” css=”.vc_custom_1497517318091{margin-top: 0px !important;margin-bottom: 0px !important;}”][vc_separator color=”custom” border_width=”5″ el_width=”10″ accent_color=”#ffffff” css=”.vc_custom_1497517343703{margin-top: 10px !important;margin-bottom: 10px !important;}”][/vc_column][/vc_row][vc_row full_width=”stretch_row” css=”.vc_custom_1498822744616{margin-bottom: 0px !important;padding-bottom: 20px !important;background-color: #113686 !important;}”][vc_column width=”1/2″ css=”.vc_custom_1498200419141{padding-top: 0px !important;}”][vc_column_text el_class=”footer-text” css=”.vc_custom_1498191783882{margin-top: 30px !important;margin-bottom: 15px !important;}”]
214 380 5475 phone
teamaz@azvantage.com email
106 N. Denton Tap, Suite 210-180 Coppell, TX 75019 location_on
[/vc_column_text][/vc_column][vc_column width=”1/2″ css=”.vc_custom_1498200424470{padding-top: 0px !important;}”][vc_column_text el_class=”footer-text” css=”.vc_custom_1500633130767{margin-top: 30px !important;margin-bottom: 0px !important;}”]
Subscribe to Our Newsletter
[/vc_column_text]