The SPEED of Trust: The One Thing that Changes Everything by Stephen M.R. Covey & Rebecca R. Merrill

Author:Stephen M.R. Covey & Rebecca R. Merrill
Language: eng
Format: azw3
Publisher: Free Press
Published: 2006-10-17T05:00:00+00:00

BEHAVIOR #6: DELIVER RESULTS

Future leaders will be less concerned with saying what they will deliver and more concerned with delivering what they have said they would.

—DAVE ULRICH, BUSINESS AUTHOR AND PROFESSOR

People frequently ask me, “If you want to establish a relationship with a new client, what is the one thing you can do to build trust the fastest?” Without hesitation, I reply, “Deliver results!” Results give you instant credibility and instant trust. They give you clout. They clearly demonstrate that you add value, that you can contribute, that you can perform. As well as being an integral part of your personal credibility (one of the 4 Cores), results provide a powerful tool for building trust in your relationships with others.

With Deliver Results, we move from those behaviors that are based primarily on character to those based primarily on competence. This behavior grows out of the principles of responsibility, accountability, and performance. The opposite of Deliver Results is performing poorly or failing to deliver. The counterfeit is delivering activities instead of results—e.g., being really busy, but not really productive.

I’ve worked with a lot of people over the years—particularly salespeople—who are long on talk, but short on delivery. They make all kinds of fantastic presentations and exciting promises of all the wonderful results they are going to achieve. But when it comes down to it, they either never deliver or deliver far short of what they promise. I finally learned to look for people who are short on talk and long on delivery. It’s not that they don’t make excellent presentations or anticipate high-level success. They do. But they don’t overhype. They just consistently deliver results. I learned it’s most effective to give the best opportunities to the big producer who doesn’t talk instead of the big talker who doesn’t produce.

We judge ourselves by what we feel capable of doing, while others judge us by what we have already done.

—HENRY WADSWORTH LONGFELLOW

When I think of delivering results, I think of the movie trilogy Lord of the Rings. You watch nine hours of film, but in the end, it’s all about Frodo getting that ring in the volcano. Without that, not much else really matters.

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