Speaking with a business owner yesterday about a conversation with a prospective customer I found myself quoting Master Yoda!

“I’ll try to come round tomorrow to quote” was the jist of what was said.

Ooooooooo! (said with a shake of the head)

The one thing a prospective customer needs during a sales process is certainty. Every single touch we make with people is either building or depleting certainty.

You might think I’m being pedantic here but in an industry that has a bad reputation for unreliability it can actually be a differentiator to actually do what you say you are going to do. I know it sounds crazy but it’s true.

So the guidance was to use much more definite language. Do or do not. There is no try!


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