I am huge fan of the Jason Bourne film series. While watching the The Bourne Legacy recently, I was impressed by an exchange between Aaron Cross and Dr. Marta Shearing at a critical sequence in the movie.
Racing against the clock, Cross and Dr. Shearing make their way to the Sterisyn factory compound (Dr. Shearing’s employer) in Manila, Philippines. Upon arrival at night (without prior authorization or notification), Dr. Shearing hesitates and points out she hasn’t been to the compound at night, nor did she know the rules. Without hesitation, Cross looks at her and says, “There are no rules. Okay? You belong here.”
What gave Cross the courage to engage the security guards at Sterisyn when there was no authorization? I believe Cross exemplified the four Cs to develop trust: Character, Chemistry, Competency, and Credibility. Often, we overlook the need to develop trust when desiring to influence others. Communicating one’s core values is vital. What you believe about yourself is what you will communicate to others.
Character – Do I trust you? Are you a person of integrity? In our desire to develop trust with others, we must be people of integrity. One’s ability to be trustworthy creates opportunity to have a meaningful conversation, whether seeking to generate leads or providing feedback to a team member. Though engaging and attractive, charisma does not equal character. If others question if you are genuine, if they feel like a pawn in your chess game, it will be difficult to overcome their skepticism when working with them.
Chemistry – Do I like you? Do I connect with you? Do I enjoy spending time with you? You may be a genuinely competent person of integrity and very capable at what you do. However, if you are always focused on task or are reluctant to connect with others, your ability to develop trust with others will be undermined. Not every meaningful interaction needs to yield a sale or new client. When this is understood, conversations have potential to lead to a mutual benefit for both parties.
Competency – Are you competent? Do you have a proven track record of success? Do you communicate competence with assurance? You may have great character and chemistry to achieve successful outcomes. Do others discern this about you? In providing support for others, allow your judgment and experience to be discernible in a creditable manner. Further, as a person of sound judgment, demonstrate the capacity to stay focused with your message. Being honest, transparent, and secure helps create awareness about your ability to meet others’ needs.
Credibility – Are you able to understand the complexity of my problem and, using your competence, design a solution that enables me to achieve my goals? It is necessary to connect the dots between my problem and your solution in order for me to believe you can benefit me. Too many times we pre-determine the solution before fully understanding the need. When this behavior is promoted, we don’t come across as being credible. Listen to the core issue and provide solutions that meet the specific need.
The Four Cs are filters that represent the capacity to address the questions people are thinking when you engage them in a working relationship. Once you understand and embrace your own ability to solve a need with character, chemistry, competency, and credibility, you more effectively communicate that you belong and, more importantly, develop trust.
Nancy says
Impressive