Tom Mulligan

Years ago, when I was a young salesperson just starting out, I was fortunate enough to get sent to quite a bit of sales training.

All of the training programs seemed to center around the "Three Big Steps to Selling."

Sales professionals are so eager to impress their prospects with their product knowledge that they use a lot of jargon.

Prospects instinctively resist salespeople who are too eager to explain (often in condescending tones) why the product or service they sold was the only "right" one.

Have you ever been asked a question knowing that your answer was going to make a client unhappy?

I have often noticed when a sales pitch is going well how the conversation resembles a therapeutic session.

It’s a common leap in logic that good sales people will be good sales managers.

After all who better to lead the sales team to superior results than someone who has personally achieved excellent sales? Ideal sales people make ideal sales managers right? Not necessarily.