What is your response to this objection?

  There is a particular objection that comes in many forms. And the fact is, many sales folks struggle — and some are at a total loss — when faced with it. Some reps will immediately fold their tents and never return! After all, why waste time when your prospect utters these familiar words? You …

Please show me “Senior Management” on the org chart

  In 1983, while representing Telex, I was working on an opportunity to sell personal computers to Noxell Corporation. Noxell is the company that manufactures Noxzema as well as the “cover Girl” line of cosmetics. I had worked the account for 3 years and had a large number of displays and printers installed. Additionally, I …

Sell me this pen

  After graduating from St. John’s University in 1976 with a B.S. in business and a major in marketing, I had an interview for a sales job with Burroughs Corporation.  My original intention was to find a job in marketing. However, at the time there were no entry-level jobs available, so I decided to start …

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.

Sales Truths

  • 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.

Meet Scott Dunkel

After a successful 30-year career in the highly competitive field of high-tech sales, Scott is now directing his attention to mentoring young business-to-business (B2B) sales execs to help them avoid the pitfalls and roadblocks that negatively affect sales success. Based on his experience as well as numerous interviews with successful sales execs, he has come to the conclusion that long-term success can be achieved by following fundamental sales truths that stand the test of time. He writes about these principles in his monthly sales blog as well as in his book “What They Don’t Teach You in Sales School,” which has received 5-star reviews on Amazon.

In addition, Scott volunteers with the local SCORE chapter. SCORE is a nonprofit association affiliated with the Small Business Association (SBA) that provides mentoring for small-business owners.