Trust Is Dead. Long Live Trust!

Dale Carnegie conducted a survey with 1,600 consumers around the globe, investigating the Trust-Relationship sales model (see figure). Statistics highlighted the increasingly important role of trust across all business sectors, as the positive buyer-seller relationship is mainly driven by mutual trust.

Trust Is Dead (1)

The interdependency of trust and relationship reliably results in something that all businesses strive for: customer loyalty. The resulting positive attitudes and behaviors of consumers are proof of this mutually-benefiting relationship.

This paper outlines the bigger picture of how trust plays an implicit yet important role in any customer base and stresses the importance of many individual attributes of a salesperson.

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