By Scott Baird on 11/24/2008 8:22 AM

After two decades of research, I have discovered that five categories offer the most efficient description of genuine benefits. The five categories are pain relief, preservation, pleasure, profit, and prestige. 
 

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By Scott Baird on 11/17/2008 10:52 AM

As long as we talk about our products and services in this context we are talking about US.  We think we have shifted our attention to focus on the suspect, but in reality we are still focusing on US or OUR perceptions of how good WE are. 

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By Scott Baird on 11/10/2008 9:03 AM

For many people, including experienced sales professionals, writing an elevator speech is a challenging assignment.  Some argue that it is much easier to actually engage the conversation than to write it. 

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By Scott Baird on 11/3/2008 8:58 AM

Scheduling the annual performance review harrows up memories of being summoned to the principal's office for a severe scolding.  

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