People Skills: The Credibility Formula

"One can stand as the greatest orator the world has known, possess the quickest mind, employ the cleverest psychology, and have mastered all the technical devices of argument, but if one is not credible one might just as well preach to the pelicans."
- Gerry Spence

In forty years as a criminal lawyer, Gerry Spence has not lost a single case before a jury. He has technical expertise, but with this quote, he gives us the major secret to his success: credibility.

What does it take to be credible? As Gerry Spence demonstrates, it takes integrity and expertise.

If you lack credibility, others discount everything you say, even if it is technically correct and intellectually superior. Therefore if we were to write a formula for credibility, it would be:

Integrity + Expertise = Credibility

Since you were probably a technical expert in your field when you got hired, let's examine what it takes to have integrity.

The first question colleagues, team members, clients, vendors, etc. ask when they start to interact with you is: "Can I trust this person?"

In other wards, do your actions show that you adhere to a set of values? Have you demonstrated honesty? Have you met deadlines, returned phone calls when you promised to do so and been on time for meetings?

Next they ask: "Can I believe this person?"

Do you tell the truth? Are you sincere? Can you have other interests at heart, not just self- interest? Do you have the ability to agree that another person's strengths better qualify them for a plum project rather than your own?

Then they ask: "Does this person have candor?"

Candor is very disarming. For some reason, negative statements you make about yourself are instantly accepted as a truth. Positive statements are often questioned.

Do you remember when Scope took on Listerine in the mouthwash market? Scope tried to get consumers to buy their pleasant-tasting mouthwash instead of the horrible taste of Listerine. Listerine answered the challenge with an advertising campaign with candor: "The taste that you hate twice a day." This campaign made consumers think Listerine worked better.

Making the application to your project work, rather than claiming your proposed schedule for implementation is flawless, admitting that steps four and five would be difficult but not impossible to implement, comes across as candor. It convinces team members you are objective. Now they listen to your opinions. You have more credibility and influence.

Check yourself: Do you demonstrate integrity, honesty, sincerity and candor? If you do, people will see you as credible. They will believe what you say and you will take the prestigious position of leading team opinions and decisions.

Who knows, you may become the Gerry Spence of your organization.

RESOURCE
Karla Brandau, CSP is a speaker, trainer & successful entrepreneur. She is "A wealth of empowerment information" who provides "real help, not theory" to improve, enhance & energize your leadership skills. Visit her website for free energizers and program information - boost YOUR people skills today! www.timeforresults.com