The 12 Dimensions of Trust represent the 12 ways a seller can build or erode trust with buyers. Each associated action creates a connection or causes a disconnection. Knowing about all 12 Dimensions of Trust empowers a seller who wants strong connections founded in trust. Not knowing leads to buyer mistrust and seller confusion.
“Seller strives to learn and increase competence” is best demonstrated by asking questions. Being interested and curious naturally leads to asking questions. Buyers do not mind educating sellers, so long as the learning is proactive and improves a seller’s ability to serve the buyer.
Questions demonstrate competence. Use what you know to build your knowledge and showcase your level of expertise. A seller who says “Tell me more about the sustainability initiatives you’re planning” will seem far more competent than the one who neglects to ask.
This blog post features an excerpt from the best-seller "DISCOVER Questions® Get You Connected." To learn more about how to connect with buyers and gain their trust, buy the full copy of this award-winning book from Amazon.com as a paperback or e-book.