That’s esemplastic as in es-em-PLAS-tik.

So give me a break. I can’t help that I like words. So I’m subscribed to dictionary.com’s word of the day. When  an unusual one like this comes along – one that makes me THINK – I’m compelled to pass it along.

As a sales leader, you damn well better be esemplastic!

That is, have the ability to shape diverse elements or concepts into a unified whole: the esemplastic power of a great mind to simplify the difficult. Come to think about it, that’s a great description of the most critical part of any sales professional’s or leader’s job.

We really need to be really, really good at quickly, concisely and simply explaining why our customers cannot live without our stuff. How it will increase efficiency, effectiveness, throughput, performance, productivity and profit. And do it all oh so easily.

So next time you practice articulating a value proposition, cut the number of words in half. Next time you write a proposal, cut the number of words in half. Next time you practice handling an objection, cut the number of words in half. Next time you conduct a performance review, cut the number of words in half.

Think about it…

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