Sales and marketing expert ⁠Tom Mulligan from Sandler Training⁠⁠ returns to discuss the importance of clear understanding as the basis for clear commitment in both personal and professional success.

He emphasizes the need for productive meetings that result in clear commitments and outlines the SVIC process (Summarize, Verify, Importance, Commitment) to ensure effective communication and follow-through. Tom highlights the significance of focusing on outcomes and establishing upfront contracts for future meetings.

Tom also addresses common challenges in sales, such as dealing with delays and deferrals, and emphasizes the importance of building rapport and trust with customers.

Listen to Tom's previous appearances, where we talk about ⁠⁠⁠Taking No for an Answer⁠⁠⁠, ⁠Mastering Questioning Techniquesand ⁠Building Rapport.⁠

***This episode brought to you by MAGIC MIND.***

Join Alex in the Magic Mind 7-day challenge!   

For a limited time, you can get up to 48% off your first subscription or 20% off one-time purchases with my code ALEXGPR20 at checkout. 

Head over to https://magicmind.com/alexgpr to claim this offer.

***

• PR After Hours is one of the 15 Best Public Relations (PR) Podcasts. ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Check it out!⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• We are also ranked #18 in the ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Feedspot 70 Best PR Podcasts⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ list, featuring the "70 Best PR Podcasts worth listening to in 2024."
• Check out and LIKE our ⁠⁠⁠⁠⁠⁠⁠⁠NEW Facebook page⁠⁠⁠⁠⁠⁠⁠⁠!
• Drop a buck in the tip jar⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠here.⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Click here ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠to gain access to ad-free, subscriber-only content for less than the price of a cup of coffee PER MONTH! $1.99 for no advertisements and occasional subscriber-only content!
• Send Alex a Voice Message!⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Just click here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ and give us your first name, city, and question or comment.
• Contact Alex ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠via email here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.
• Read and subscribe FREE to Alex's Newsletter, ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠All the Fits That's News⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.
• ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Get Alex's book, THE PODCAST OPTION-⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠-NOW IN PAPERBACK, AUDIOBOOK, and eBOOK!

Announcer: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Mary McKenna⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. PR After Hours Theme: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://filmmusic.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ "Bossa Antigua" by Kevin MacLeod This PR After Hours Podcast episode was recorded and mixed at Green Shebeen Studios in beautiful Kansas City, Missouri. Copyright 2024, all rights reserved. No reproduction, excerpting, or other use without written permission. 

As an Amazon Associate, we earn a small commission on some of our Amazon links.