Words Matter

Words matter. And if you are a sales professional, then they matter a lot. In fact, one word can make the difference between winning a new customer and losing a new customer. Great sales reps spend a lot of time thinking about the words that they will use with their customers. Mediocre sales reps don’t…

When was your last sales surprise?

When was the last time you were on the receiving end of a sales surprise?  Let me guess, it was not of the pleasant sales surprise variety.  Our good friends at Merriam-Webster online capture it best by defining the word “surprise” as: “to attack unexpectedly” (source:http://www.merriam-webster.com/dictionary/surprise).  When I think of sales surprises, I inevitably think of them all being…