"Are You Selling to Potential?" by Rick Mull

In this 2005 book, author Rick Mull provides guidance and inspiration for salespeople at all levels in an easy-to-read style. More than an introduction to the art of sales or a simple how-to, “Are You Selling to Potential?” helps the reader understand what motivates both customers and salespeople in an effort to increase their likelihood of capturing sales.

Universal Formula for selling success

Mull explains to the reader that learning how to sell takes time, practice and a commitment to developing the right skills. The Universal Formula is a combination of understanding the basic tenets of sales, the method for carrying out the sales process and the proper attitude and mindset to grow into a successful salesperson. Once the reader has mastered these, he or she is able to apply these concepts in real life situations and see measurable results.

Sales attitude and skills

Mull emphasizes the importance of keeping a positive attitude and its role in the sales process. He provides many insights into how people develop both positive and negative attitudes, how personal choices affect these attitudes and how they affect professional relationships. He then leads the reader through traditional sales skills, including how to approach prospects, how to address their objections and questions and how to close sales successfully. He emphasizes the importance of embracing change and includes information on how to use advances in technology to meet customers’ needs, to reach and convert prospects and to enable readers to meet their personal career goals.

“Are You Selling to Potential?” is evidence that Mull has both a passion for sales as well as for helping others to find both professional and personal fulfillment. With a successful two-decade career in sales, the author is clearly committed to coaching, training and motivating salespeople and business owners.