The characteristics you highlight are very important.
David Walling
1

David — I agree with your comment re trust but trust is built overtime. A salesperson who possesses the three characteristics will inevitably earn the prospects’ trust. There are no short cuts to earning trust!

However, I disagree a bit with the persuasion part, or at least as you write about it: if your product solves a fundamental problem the client faces and your salesperson has helped identify the challenge and built trust by consistently showcasing the three characteristics, she will not have to persuade the prospect much.

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