Professional sales is a marathon, not a sprint
You should never compromise your character or integrity to win any one deal. I guarantee it will have an adverse effect on your long-term success. In addition, don’t take a sales job if your intention is to make a quick buck and move on to another opportunity. In my career, I have witnessed reps make …
After closing the sale, don’t fall asleep!
You’ve just spent six months working on a very large and fiercely competitive opportunity. The deal went down to the wire, and in the end, the contract was awarded to your company. Now you can finally relax and move on to another opportunity. Right? NO, that is not right. I say this is because …
Are you a price-based sales person?
Why do some salespeople believe that price is the most important ingredient in making the sale? They begin their sales campaign by emphasizing the lower cost of their product. Or even worse, by telling prospects that if they can make a decision before the end of the month, they will enjoy a 20 percent …
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.