What is the primary objective of your initial sales call?
Is it to convince your prospects that you have the best solution to their problem? Is it to attempt to kill the competition? Perhaps it’s to make sure you get through your entire PowerPoint presentation. Or maybe you want to make it clear that your company is the market leader, and therefore your prospect …
Don’t confuse theory with reality
Coming out of college as a young sales rep, I had idealistic views regarding professional sales. In fact, even after several years in the field, I essentially felt the same way. My belief was that, if I had a solid proposal that addressed all of my prospects’ needs and answered all of my prospects’ …
It’s all about execution
As I wrote about last month, it’s important to have a well-thought-out business plan for the upcoming year. If you fail to put significant thought into how you will approach your sales territory, the chances of maximizing your potential are significantly reduced. As the saying goes: If you fail to plan, you are …
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.