By Griffin Hill on
5/26/2009 8:12 AM
In baseball, the catcher is responsible for making the pitcher look better than he really is. If a pitch drifts slightly off target, the catcher will catch the ball and move his glove so it appears the ball crossed the plate.
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By Griffin Hill on
5/18/2009 8:21 AM
Most people are aware of the phrase, "Prescription before diagnosis is malpractice." What this means is that a doctor should not prescribe medication or treatment until they have correctly diagnosed the problem.
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By Griffin Hill on
5/12/2009 8:17 AM
We’ve all had a productive sales meeting which was wrapped up by saying, "I’ll get back to you within the next couple of weeks." The problem with this begins when you return to your office with the intention of getting to work on a proposal.
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By Griffin Hill on
5/6/2009 8:38 PM
When a salesperson successfully advances the sales process with a Schedule the Next Event Play or Permission Play, they are awarded points in Griffin Hill's Sales Coaching Technology.
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By Griffin Hill on
4/13/2009 9:02 AM
It is important to remember that at this stage of the sales process, using you and your in the Benefit Play is too direct. For example saying "we help increase your sales," is too direct, it lacks finesse.
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By Griffin Hill on
4/9/2009 8:50 PM
The Benefit Play is the third play of the Case Open Routine. It is the bait that keeps the suspect's attention focused on what you have to say.
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By Griffin Hill on
3/31/2009 9:34 AM
Even though all of the Case Open Routine plays are designed to position the salesperson, the positioning play makes the first strong move in that direction.
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By Griffin Hill 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 Griffin Hill 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 Griffin Hill 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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