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are three questions people often ask themselves when you're talking to
them: 1) Do you really care about me? Dr. Calvin Miller put it like
this: 'When people listen to others speak, sometimes they're silently
thinking, "I am loneliness waiting for a friend. I am weeping in want of
laughter. I am a sigh in search of consolation. I am a wound in search
of healing. If you want to unlock my attention, you have but to convince
me you want to be my friend.'' 2) Can you really help me? Successful
people bear in mind that others are continually asking themselves that
question. And one way you can answer it is by focusing on the benefits
you have to offer. Let's face it, people are bombarded every day with
the information on the features of this product and that gadget. So
eventually they tune out. 3) Can I really trust you? William Arthur Ward
wrote, 'Blessed is he who has learned to admire but not envy, to follow
but not imitate, to praise but not flatter, and to lead but not
manipulate.' Your charisma and ability may get you to the top, but only
your character and commitment will keep you there. Trust is built on
telling the truth and following through on your commitments. People take
action for their own reasons, not yours. And what we learn about them
always results in a greater reward than what we tell them about
ourselves. Whether they're buying a car, choosing a mate, or listening
to a sermon, deep down they want to know, 'Can I trust this person?'
Well...can they?
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