Here is the word "Perceived" and the sales acronym finished... V - Yalue Perception; Risk Reduction. The greater the value you present (how they win, how they produce, or how they profit), the lower the risk and the faster they will buy. The biggest barrier in sales is not the price. It's the buyer's unspoken risk. It's fearing the consequences of saying yes or doing business with you. E - Enthusiasm, Effort, Attitude, Belief, and Passion. You need these internal elements to rise above the others. If you don't possess these characterisitics, then don't bother witht he other elements. This is your glue - it is what makes or breaks you. D - Dedication to lifelong learning - be a student. Study and practice every day and become the master - even when you think you know it all.