Working from an understanding of the customer's point of view helps both you and the customer to become a problem-solving team. Take full responsibility to solve their problems or meet their needs. Provide your expertise. Expertise is proven by action, not words. Be ready to provide your expertise.
Experts are confident, even when facing a problem for the first time.
You don't need to be an authority in all areas, but you must discover problems and recognize needs in order to provide good solutions. Experts in human relations maintain that the mental impression you make on a new acquaintance in the first two seconds is so vivid, it takes another four minutes to add 50 percent more to the initial impression. Before you reach out your hand or open your mouth your customer's subconscious mind is processing years of imbedded information to determine if you can be trusted. Trust is absolute confidence in the honesty, reliability, and integrity of another person. Trust is hard to gain, easy to lose, and critical to your success.