Section 1 - Instruction

In previous units, we saw how professional context alters emotional priorities and how trust is built in stages. At work, decisions are influenced by career risk and social dynamics, which changes how buyers evaluate your competence, reliability, and alignment. Admitting a limitation (vulnerability) can be a powerful trust signal in a professional setting where everyone expects perfection.

Engagement Message

Can you recall a time when someone admitting a mistake made you trust them more?

Section 2 - Practice

Type

Swipe Left or Right

Practice Question

Is the primary concern driven by a personal or professional context? Swipe to categorize each statement.

Labels

  • Left Label: Personal Context
  • Right Label: Work Context

Left Label Items

  • This feels too expensive for my personal budget.
  • I just don't like the color and design.
  • I'm not sure I'll use it enough to justify the cost.

Right Label Items

  • My boss needs to see a clear ROI on this.
  • I'm worried my team will struggle to adopt this.
  • This decision could impact my annual performance review.
Section 3 - Practice

Type

Fill In The Blanks

Markdown With Blanks

Let's identify the stage of trust being demonstrated in each scenario.

A vendor sends a follow-up email exactly when they said they would. This builds trust through [[blank:Reliability]].

A salesperson uses industry-specific acronyms correctly, showing they understand the business. This is a [[blank:Competence]] signal.

A consultant says, "Based on your unique challenge with legacy systems, here's how we'd adapt our approach." This shows [[blank:Alignment]].

Suggested Answers

  • Reliability
  • Competence
  • Alignment
  • Vulnerability
Section 4 - Practice

Type

Sort Into Boxes

Practice Question

Sort these actions based on whether they typically build or erode business trust.

Labels

  • First Box Label: Builds Trust
  • Second Box Label: Erodes Trust

First Box Items

  • Admitting limitations
  • Consistent follow-up
  • Showing past results

Second Box Items

  • Using jargon
  • Missing deadlines
  • Generic pitches
Section 5 - Practice

Type

Multiple Choice

Practice Question

A manager is hesitant to buy software their team needs. The vendor has proven their competence and reliability. The manager's main concern is that a similar project failed at their last company, and they fear this failure will damage their reputation with their new boss. What is the primary barrier?

A. The vendor lacks alignment B. The solution is too expensive C. Professional context (career risk) D. The vendor isn't vulnerable enough

Suggested Answers

  • A
  • B
  • C - Correct
  • D
Section 6 - Practice

Type

Swipe Left or Right

Practice Question

Match the trust-building statement to the stage it best represents.

Labels

  • Left Label: Shows Alignment
  • Right Label: Shows Vulnerability

Left Label Items

  • I understand your main challenge is reducing user friction.
  • Based on your goal of market expansion, here's a relevant case study.
  • It sounds like your priority is team adoption, not just features.

Right Label Items

  • Honestly, our solution isn't the best fit for companies under 10 employees.
  • That's a great question. I don't have the data on that, but I can find out.
  • One area where our competitor is stronger is...
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