Perhaps some fundamental sales coaching might be in order?

If a sales rep is underperforming, don’t make the assumption it is because of a lack of commitment or effort. It might just be that he or she never learned some fundamental sales skills that we, as professionals, take for granted. In my experience, sales managers make assumptions regarding sales skills that have been developed …

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 …

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.

Universal
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.