a brief explanation is definitely warranted to minimize confusion. This is an interesting topic. There are 3 topics it would seem. 1)1st impression: This starts with the first note you present...yes note or tone. To get a positive response we have to be positive and that is reflected in the first note you project. A higher tone denotes enthusiasm. Too often do we see sales reps show enthusiasm only when the client does. 2) How to build interest fast: Once we have somewhat of a rapport and asked the right questions benifit statements can help. Example: If I could show you how to increase your sales by 20% with a reasonable investment would that be of interest to you? 3) the right person: Again this is dangerous in that we often think the gatekeeper is the wrong person. Often we have to go through filters before we get the meeting from the decision maker. Should we be less enthusiastic with them?? Maybe the simple answer is ask the question : Who makes those decisions?