Episode 1

Authenticity Over Approval: How Your Attitude Affects Your Communication and Ability to Build Trust With Chris Marr

In this episode of TrustBuilders, host Hannah Eisenberg sits down with Chris Marr. Together, they delve into the transformative power of building trust in business through education, effective communication, and the groundbreaking approach of 'They Ask, You Answer.' This episode is packed with actionable insights on becoming an authoritative voice in your industry and the importance of shifting from a people-pleaser to a respected leader.

Chris Marr was the first Certified 'They Ask, You Answer' coach based in the UK/EU. Since 2013 he has taught hundreds of companies how to revolutionize their digital sales and marketing approach through better content, messaging, and department alignment. As Impact’s Global Coaching Performance Director, Chris now certifies coaches, making 'They Ask, You Answer' accessible to companies all over the world. He is also the author of the book “Becoming An Authoritative Coach.”

Episode Highlights:

  • [01:02] Chris Marr's Journey: From marketing to impactful coaching, Chris shares his evolution and the pivotal moments of his career.
  • [05:05] The Essence of 'They Ask, You Answer': A deep dive into how this approach has shifted from marketing to a sales and leadership strategy, empowering businesses to foster trust and confidence.
  • [16:21] Building Trust Through Communication: Insights on the importance of clear, honest communication in establishing trust with clients and within teams.
  • [22:47] From Liked to Respected: Chris discusses the crucial shift towards respect over likability and how it enhances professional relationships.
  • [23:32] Radical Candor: A strategy for candid yet caring communication, fostering healthier and more productive interactions.
  • [30:58] Key Takeaways from "Become an Authoritative Coach": Chris provides valuable lessons from his book on effective communication and trust-building strategies.

Key Takeaways:

  • The concept of 'They Ask, You Answer' has evolved from a marketing strategy to a sales-driven initiative and then into a leadership approach.
  • The 'They Ask, You Answer' approach is based on the principle of informing buyers to make good decisions and feel confident about their buying decisions.
  • Transitioning from a mindset of outsourcing marketing to bringing it in-house can lead to transformational change.
  • The shift in attitude from chasing to educating customers is crucial in building trust.
  • There is a need to balance the desire to be liked and the need for respect. This balance can be achieved through radical candor.
  • The book "Become an Authoritative Coach" provides insights into how to effectively communicate and build trust with clients.

Resources:

Tune in to gain invaluable insights on transforming your leadership and communication style to foster trust and drive growth. Whether you're a seasoned leader or aspiring to enhance your coaching skills, this episode offers a wealth of knowledge and practical advice.

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About the Podcast

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TrustBuilders
Transformative conversations with business leaders, sales pros, and marketing managers about growing your business by educating your customer and building trust.

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About your host

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Hannah Eisenberg

Hannah Eisenberg is a business coach helping organizations generate endless customers by building trust. with almost 25 years of experience in digital marketing and sales, Hannah has a wealth of knowledge of what works and what doesn't. After leading her inbound marketing and sales enablement agency for 12 years, she realized that companies solve long-term problems with short-term fixes by depending on external firms for growth. This often leads to generic (and often confusing) messaging, spray-and-pray prospecting, and hard-pitch sales tactics. The result: loss of trust. In 2023, Hannah decided to flip the script and focus on the only thing that everything ultimately comes down to in business: trust.