By Scott Baird on 3/23/2009 8:13 AM

Players who look and act the part are more credible and more convincing. In the same way a talented softball coach makes a snap judgment about the skill of a softball player by the way she looks and acts, a suspect makes immediate decisions about the sales person and the product she represents.

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By Scott Baird on 3/16/2009 8:43 AM

Rapport is essential to communication. Without rapport, people don't connect and communication is not meaningful or complete.

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By Scott Baird on 3/12/2009 8:26 AM

How do you know if your Case Open Routine is effective? Successful completion means you stimulate interest and the suspect gives you permission to advance to the next stage of the sales process.

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By Scott Baird on 3/2/2009 9:10 AM

It is important to have a good elevator speech because you only have a few words to grab your suspect's attention and move them forward in the sales process. The first 60 words you speak are more important than the next 6,000!

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