When it comes to “wowing” your customers, everybody agrees it’s important, but not everybody knows exactly how to do it. While there may not be a one-size-fits-one answer, there are many different ways that you can set out to really impress your clients. For years, I’ve maintained that one of the...

Many of my coaching clients who sought to improve their sales complained vigorously about not having the right words to entice their prospects. It reminds me of something that the sales manager of a large manufacturing corporation once said to me. He said, “Often, my salespeople show up and throw up.” In other words, they don’t know when to stop talking. There’s a great quote that I heard once that says, “If you can sell them with blah, don’t say...