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 Techniques and Building Rapport.
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