Credibility - the quality of being believable or trustworthy.

Going to work WITH the client is the way to solve HIS/HER need, or to provide solution or opportunity with your product or service. You estabish yourself as an advisor/consultant learning your client. You do that through exploration with well intentioned open ended questions that are designed to have your client provide information that relates to what they do, who they are, how they operate without your product or service or with a competitors product or service.

Dispensing a little small talk, exploring the clients situation with properly formulated questions, and then offering suggestion of how your product or service would fit varying situations you've uncovered with your questioning from YOUR CLIENTS POINT OF VIEW.