- Verbal acuity. This refers to a communication level where the meaning, nature, and importance of the words spoken by the salesperson are personally understood by the customer. For a salesperson to establish credibility requires that messages be conveyed at the recipient’s communication level, not too far below the level of the words that the customer uses. - Achievement oriented personality. Eighty-four percent of the top performers tested scored very high in achievement orientation. They are fixated on achieving goals and continuously measure their performance in comparison to their goals. Another interesting statistic is that over 85% of top salespeople played an individual or team sport in high school. As a result, they are well-equipped to function in competitive environments where self-discipline is a necessity. For example, 52% of high- performing salespeople indicated they were power users who take full advantage of their company’s CRM technology and internal systems compared to only 31% of underperforming salespeople. - Situational dominance. Situational dominance is a personal interaction strategy by which the customer accepts the salesperson’s recommendations and follows his advice. While dominance is commonly associated with brute force, this is not the case in sales. It’s simply how people judge others. People are continually sensing whether their position is superior to yours, relatively equal, or inferior in some way. In turn, this impacts what they say during conversations and how they behave. Get the full story at Harvard Business Review