Tom Mulligan

It's tempting to tell a prospect everything about your product or service. 

After all, why would they buy your product or service if they didn't know about the amazing features offered? 

Did you ever question your choice of a career in sales?
 
Far too many in the field "default" their way into the profession and develop a comfort zone that turns into a mediocre career.

I have developed a theory that each prospect knows how they should be closed.

Some small business owners fuel problems that don't have to exist by focusing more on their product or service than their sales force.

Having quality products and services is only half the goal; the other half is developing a high-performing sales staff to present them in the marketplace.

Many business owners choose to avoid this question because it's a difficult one to ask, but the answer is the key to true entrepreneurial success.

What do you learn by getting a "yes"?

Job well done. Keep doing what you're doing. Get comfortable. Right?

We all grow up with a conceptual view of money.

Think about how money was discussed in your home.

How and when you discuss money during your sales process has a more significant impact on selling success than your price.

Have you lost touch with your sales intuition, creativity, and energy?

Salespeople are not given awards for "developing the warmest relationships" and certainly not for "gaining the most approval from others."