Sincerity, the way we usually mean it, has to do with intentions; we assume it comes from within. But our clients have no way to observe sincerity except through external behaviors. From certain behaviors {attention paid, interest shown, advance work done, empathetic listening}, we infer the internal state we call sincerity. Thus
Sincerity is commonly understood as a reflection of one's inner intentions, but clients cannot directly perceive these intentions. Instead, they rely on external behaviors to gauge sincerity. Actions such as paying attention, showing interest, and engaging in empathetic listening serve as indicators of a person's authentic intentions.
This perspective emphasizes that clients form their perceptions of sincerity based on observable behaviors rather than intrinsic qualities. The book "The Trusted Advisor" by David H. Maister highlights the importance of these external behaviors in building trust and demonstrating sincerity in professional relationships.
