Trust is maintained through consistent followup and delivery on promises from "summary" of Trust-Based Selling by Charles H. Green
Trust is a fragile thing. It can take a long time to build and just a moment to shatter. One of the key ways to establish and maintain trust in any relationship, whether personal or professional, is through consistency. This means consistently following up with people and consistently delivering on promises. When you consistently follow up with someone, you are showing them that you value their time and their business. You are demonstrating that you are reliable and dependable. When you consistently deliver on promises, you are showing that you are a person of your word. You are showing that you can be trusted to do what you say you will do. Consistency is essential in building trust because it creates a sense of predictability. When people know that they can rely on you to follow up and follow through, they are more likely to trust you. On the other hand, if you are inconsistent in your actions, people will start to doubt your trustworthiness. In the world of sales, consistency is especially important. Salespeople who are inconsistent in their follow-up and delivery on promises will quickly lose the trust of their clients. On the other hand, salespeople who are consistent in these areas will build strong, long-lasting relationships with their clients. Consistency is not always easy. It requires discipline and commitment. It means prioritizing follow-up and follow-through even when other things are competing for your attention. But the payoff is worth it. When you consistently follow up and deliver on promises, you will earn the trust of those around you. And as any successful salesperson knows, trust is the foundation of any successful relationship.
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