Page 33 - engage workbook

4 trust and how to build it

Activity

Consider three of your individual buyers.

Calculate a Trust score for each based on the allocation of a score between 1 and 10 for
each element of the Trust Equation, where 1 is Low and 10 is High.

0
1. Trust score: C + R + I = + + = =
S
0 =

0
2. Trust score: C + R + I = + + = =
S
0 =

0
3. Trust score: C + R + I = + + = =
S
0 =

IoweU™ approaches primarily help to build and maintain trust through:

• increasing Intimacy

• reducing Self-orientation

Achieving these two will also increase your Credibility.

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