The Trust Equation

Trustworthiness = (Credibility + Reliability + Intimacy) / Self-Orientation

The above equation was a central part of a discussion with Charles Green, author of a series of books that have long been a favorite of mine. I own all of them and even have one in both print and audio. These books seem to be timeless and never more on point than the present.

Charles Book’s:

Trust-Based Selling: Using Customer Focus and Collaboration to Build Long-Term Relationships

The Trusted Advisor

The Trusted Advisor Fieldbook: A Comprehensive Toolkit for Leading with Trust