Trust has a complex equilibrium: it is easy to break and very difficult to rebuild.
One misconception of trust surfaces when a professional tries to build rapport and gain trust from their clients by demostrating competence and expertise in the field. Contrary to that approach, what really matters for customers is how much the seller cares about them. Therefore, when it comes to building trust, there are some emotional dimensions playing a more pivotal role than credibility. These dimensions focus on reliability, intimacy, and low self-orientation.
Another important aspect of trust is the fact that it cannot be offered, rather, trust appears as a result of a process. Trust is not on us; it is the other party who will say whether or not they trust us.
Trust is the most precious intangible assest a person can build. A negotiation professor of mine, Deepak Malhotra, told me once: "there will be a moment in your life, when the only reason why the other person will be sitting at the table with you, is because they trust you.
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