Follow Through. Seller delivers what has been promised. Honors agreements. Accepts responsibility if commitments are not kept.
These 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 honors agreements” is another potentially gray and subjective area. It is impossible to honor an agreement unless it is clearly and mutually understood by both parties. Asking questions to confirm who will do what can help ensure good follow through. Outlining action items, along with deliverable dates, is a good sales practice and should be followed by questions like “What have I missed?” and “What else would you like for me to do?”
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.