Graphs and charts can be used to illustrate the change of some variable such as payroll expense, fuel consumption, or return on investment. For example, a bar graph might be used to illustrate the increase in fuel costs over a 10-year period.

Although graphs are usually quite descriptive, the layperson may misunderstand them. It is best to interpret the graph for the prospect. Do not move too fast because the full impact of the message may be lost.

Test results from a reliable agency often can be convincing. This is especially true when the test results are published by a respected independent agency such as J.D. Power and Associates.