Building trust is hard work, but it is the most important aspect of any relationship, whether personal or professional. People usually think that helping others is the easiest way to gain their trust, but have you thought that a friendly conversation is not a bad option either?
Speaking of conversations, it is often noticed that when someone gives a quick answer to a question or comment, it is easy to trust them, as others are convinced that he / she knows about the topic.
A study conducted by the Grenoble Ecole de Management in Grenoble, France, reveals that a person’s speed of answering a question determines his credibility. When a request receives a slow response, the public thinks that the answer is less honest, while the same answer, if given quickly, is considered authentic.
Interesting, isn’t it? Come on, let’s dig deeper into the matter.
Are you fast enough to gain trust?
To prove that quick answers are more authentic, Dr. Ignacio Ziano and Dr. Deming Wang of James Cook University conducted fourteen experiments on 7,565 participants from the United States, the United Kingdom and France.
In each experiment, participants observed people’s responses by watching videos, listening to audio clips, or reading responses. Responses ranged from instant cues to responses that popped up after a 10-second pause. After going through the answers, participants had to use a sliding scale to rate them based on their sincerity.
The results showed that the candidates considered the slow answers to be less sincere. The only thing that influenced the candidates’ decision-making was an excuse. It was good to give some strength to the respondents who paused before answering an unpleasant or socially problematic question.
Slow and steady does not win the race
Dr. Ziano revealed that while talking, people are stubbornly judging their sincerity. He criticized the bias against slow responses and said it could harm an individual’s entire life, especially if the same rule applies in court.
Imagine if something like this happened in a courtroom where the jury misjudged, thinking that the suspect’s slow reaction was due to fabrication or misrepresentation. Distracting the suspect may delay the response, but may lead to accusing him of something he may not have done.
A similar correlation applies to job interviews, where hiring managers tend to prefer fast respondents to slow ones because they seem more honest.
In general, the question revolves around whether you answer questions quickly or not. According to the research and sample scenarios above, if you want others to believe you, you must be quick while answering, otherwise your slow response may be perceived as a lie.
Although we have found that belief or disbelief depends on how quickly you can respond, the trust factor also plays a huge role in gaining the other person’s trust. So be quick and confident while answering.