Description

Tom Mulligan of Sandler Training returns and discusses how to effectively sell during uncertain times. Tom shares strategies for building trust and reputation, as well as the need for salespeople to adapt their approaches in response to changing market conditions.

The conversation highlights the significance of viewing uncertainty as an opportunity for growth and development in sales.

Takeaways

• Uncertainty in business is constant, but it feels heightened now.
• Salespeople should avoid projecting their uncertainty onto customers.
• Maintaining a calm posture is crucial for building customer trust.
• Sales success relies on focusing on what is real, not what is hoped for.
• Salespeople must clean up their pipelines and focus on viable leads.
• Proactive communication can help maintain relationships during tough times.
• Building a cadence of recontact is essential for future opportunities.
• Salespeople should increase their outreach and referral asks during uncertainty.
• Networking and visibility are key to maintaining a strong presence in the market.
• Every uncertainty presents an opportunity for those willing to adapt.

🎧 Listen now on ⁠⁠Apple Podcasts⁠⁠, ⁠⁠Spotify⁠⁠, or wherever you get your podcasts!

CONNECT:

• ⁠⁠⁠⁠⁠⁠Alex on Substack⁠⁠⁠⁠⁠⁠⁠⁠
• ⁠⁠PR After Hours Site⁠⁠
• ⁠⁠Professional Paragraphs on LinkedIn⁠⁠
• ⁠⁠⁠⁠⁠⁠Alex's Author Website⁠⁠⁠⁠⁠⁠

Announcer: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Mary McKenna⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠. PR After Hours Theme: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://filmmusic.io⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ "Bossa Antigua" by Kevin MacLeod Music Licensed under Creative Commons: By Attribution 4.0 License ⁠⁠⁠⁠⁠⁠⁠⁠http://creativecommons.org/licenses/by/4.0/⁠⁠⁠⁠⁠⁠⁠⁠

This episode was recorded and mixed at Green Shebeen Studios in beautiful Kansas City, Missouri. Copyright 2025, all rights reserved. No reproduction, excerpting, or other use without written permission.We are an Amazon Associates seller, and some of our links may earn us a commission.