MINNEAPOLIS, June 7, 2011 — Large companies, small businesses and non-profit organizations can make sales faster, create deeper relationships with customers and build a stronger bottom line when they improve trust, said David Horsager, author of the new book, "The Trust Edge." (http://www.DavidHorsager.com)
"Trust is not a soft skill. Trust really affects the bottom line. Look at Tiger Woods who lost millions of dollars in endorsements when he lost public confidence," said Horsager, who delivers keynote speeches on trust to companies like Wells Fargo, ING, Mercy Medical Centers and U.S. Department of Homeland Security. "Trust is the competitive advantage you gain when others believe in you."
Trust applies to leadership, employee management, sales, customer service and brand management, said Horsager, who researched the book as part of his graduate research program.
"People pay more for a trusted brand. They come back and tell others. People follow the trusted leader and buy from the trusted salesperson. Trust affects the bottom line more than anything. In fact, a lack of trust is your biggest expense – and you don't even know it," he said.
Horsager has created a proprietary "8 Pillars Plan" that organizations can follow to build trust in the workplace so that customer satisfaction improves, employee motivation is sky high and the sales force is energized. Those pillars are:
- Clarity – People trust the clear and they mistrust the ambiguous.
- Compassion – People put faith in those who care beyond themselves.
- Character – People notice those who do what is right instead of those who do what is easy.
- Competency – People have confidence in those who stay fresh, relevant and capable.
- Commitment – People believe in those who stand through adversity.
- Connection – People want to follow, buy from and be around friends.
- Contribution – People immediately respond to results.
- Consistency – People have to see the little things done consistently.
"We found that the greatest leaders of all time – from business to military to sports – used all Eight Pillars," said Horsager. "Trust was the singular uniqueness."
"Based on research but written for practical use by real-life leaders, 'The Trust Edge' takes a fresh look at the foundation of genuine success – trust. At Kemps, we believe that building trust creates a sustainable competitive advantage," said Jim Green, President and CEO of Kemps.
Unlike many books on leadership and management, the advice given in "The Trust Edge" is actionable, not solely theoretical.
There is information on each page that leaders can put into action tomorrow. Each step can make a tremendous impact on a company. This methodology is based on serious academic research so managers and sales managers who incorporate trust into their leadership style can bring about dramatic improvements in their teams.
Horsager is working to bring the concept of trust to the forefront of management and leadership training.
"But you don't trust someone who says, 'Trust me.' Trust has to be earned," he said. "Trust is like a forest. It takes a long time to grow but can be easily burned down with a touch of carelessness."
"I wholeheartedly support the lessons in 'The Trust Edge,'" said Mike Tattersfield, president and CEO of Caribou Coffee Company.
"David Horsager is right on target. Leadership begins from within and fundamentally depends on trust," said Dr. Massoud Amin, Distinguished Professor and Director, Technological Leadership Institute, University of Minnesota.
About David Horsager
David Horsager is a business strategist and keynote speaker. Through his book and program – "The Trust Edge" – he shares the secrets of using trust to impact the bottom line.
Combining humor with research and insight, David sheds light on the confusion and misconceptions surrounding the cornerstone of personal and professional success.
Through his graduate research, experience as Director of K-Life Inc., and founding partner of Special Delivery Productions, David learned firsthand how the world's most successful people gain and keep the trust of their customers and colleagues. He's taken that knowledge and broken it down into tangible steps that audiences and readers can incorporate into their own lives right away.
As a Certified Speaking Professional, David has delivered life-changing presentations on four continents, with audiences ranging from Fortune 500 executives to the armed forces and even professional sports teams.
David continues to research and consult through Horsager Leadership. He also serves as an Adjunct Professor of Organizational Leadership for Bethel University's graduate program. He lives near Minneapolis with his wife Lisa and their four children. You can see more about him online at http://www.DavidHorsager.com.
Contact:
David Horsager
Horsager Leadership LLC
651-340-6555
Email
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