How you handle adversity is the true test of a professional
Starting the NFL season deep in the hole, in last place, is similar to being way behind your annual quota at the end of the first quarter. At the time of this writing, the Baltimore Ravens had a 1-3 record and a home game against their divisional rival, the Cleveland Browns. The Baltimore Ravens were …
Are you really listening or just waiting to speak
There is a huge difference between truly listening to and digesting what your prospect is telling you and just waiting for your turn to speak! I truly believe that we as professional sales execs make this mistake more times than we care to admit. And quite frankly, it’s very easy to fall into this trap …
There is a second level of sales qualification
You have qualified your prospect and placed him on your sales forecast. Your sales manager asks you why you feel strongly that your deal will close this month and you go through the logical reasons you have forecasted the transaction. Most likely they include some of these: The prospect has a genuine need for …
A Resource for Professional Sales Executives
Universal Sales Truths
UST was founded by Scott Dunkel in October of 2012. The objective of the company is to provide resources for sales execs to accelerate their careers.
After being intimately involved in professional sales for more than 30 years, Scott can confidently say that one thing is true. In order to be successful long-term, there are fundamental truths that MUST be adhered to. Technology has certainly changed the way we prospect and make initial connections. Additionally, the fact that your prospects have more information available on your product or service than ever before requires you to be more on top of your game than in the past.
However, when you are engaged in a sales call, things have essentially not changed. He speaks to these truths in the monthly newsletter and goes into greater detail in the book. As in life in general, developing solid listening skills, integrity and a strong work ethic; learning from others; and a heavy dose of common sense are 90 percent of the formula.
- Surround yourself with successful people of integrity.
- Use your words carefully—think before responding!
- Do more listening than talking.
- Work your land.
- Be humble, not prideful.