In the absence of any other meaningful or pre-existing relationship, who is that customer naturally going to trust more – you or the salesperson? It’s YOU. Why? Because the salesperson is there to sell the customer something. Which is OK as that is their job. You gain in trust level simply by comparison to the salesperson. That is not a bad thing, and is more a reflection on the profession of sales rather than the individual rep. However, it is an advantage for you to capitalize upon, and it is an advantage that can easily and rapidly disappear.
