Jessica Fain: belief

Transcript context

…So what I'm hearing is take it upon yourself to help them to kind of align your world view with their world view. And there's this question coming back just like, "Help me understand what I don't ... What was the question you had? Oh, that's so interesting. What led you to believe that?" These are the kind of questions that help you extract what you don't know that they know. Yes. And I think there are also really different phases of a relationship. There's a phase when you're new, you may not have so much face time with that person, you don't really know them that well, but I think that this is a place where time spent together really just accelerates your trust with them, your ability to speak freely, to ask difficult questions, to get real feedback. And so especially if you're in a position where you can ask for that time, more casual time, less fraught, that you're not always pitching an idea, but you can have real conversations, that is also the groundwork for the pitch down the line. I think people devalue that, that time upfront spent together, because it pays dividends for the later pitch. Yeah. I'm glad you went there. That's exactly where I was going to actually go is this idea of trust and building and giving the person a reason to assume that you know what you're doing. Obviously hard to build trust. And the reason I think this is important is sometimes you have the best idea and they just don't buy it because they just don't know anything about ... They don't know what you've been up to. They don't know how awesome you are, how smart you are, how successful you've been your whole life and career, maybe because you're new. What are some tips for trying to build trust with the leaders so that these things become easier?…

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