Why You Can't "Build" Trust (And What To Do Instead)
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Why You Can't "Build" Trust (And What To Do Instead)
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In this episode of "The Selling Podcast," hosts Scott and Mike engage in a philosophical debate regarding the nature of trust. Kicking off with some lighthearted banter and statistics showing men are slightly more trusting than women, they dive deep into whether trust is an inherent "on/off" switch or something that is incrementally earned over time.
Scott argues that trust is a default setting—an on/off switch that exists until violated. He contends that you don't "build" trust; you only maintain it or lose it. Conversely, Mike views trust as incremental, built by stringing together successful experiences, much like adding fibers to a rope or verifying a rock-climbing knot.
The hosts use real-world examples from extreme sports, marriage, and sales interactions to explore the roles of intent, confidence, and history in restoring trust after it has been broken.