By Scott Baird on 2/23/2009 1:04 PM

In the hundreds--perhaps thousands--of books written on the topic of sales, mechanisms of measurement have been woefully inadequate - until now.

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By Scott Baird on 2/16/2009 12:52 PM

The main purpose of sales plays is to put the odds in favor of a successful conclusion. For sales people, increasing the odds of success means closing a higher percentage of business.

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By Scott Baird on 2/10/2009 12:36 PM

Every veteran sales person has worked with an unqualified suspect. Because these suspects meet a predetermined buyer profile, sales people continue to believe they are potential buyers. Even though the sales person believes there is potential, they are unsure about how to qualify a suspect.

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By Scott Baird on 2/2/2009 12:25 PM

Questions are an excellent way to invite the suspect into conversation. The questions you ask when you first make contact are conversational questions.

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