by Scott Dunkel | Mar 16, 2023 | Uncategorized
During lunch while interviewing for a sales job in the computer leasing business the hiring sales manager made the following statement that I will never forget: “Your responsibility as a professional salesman is to be with the right company with the right product at...
by Scott Dunkel | Sep 5, 2022 | Life skills/ People skills
When people are asked what they want to do when they graduate from college, how many would say they want to spend the rest of their career in sales? Or maybe we look to younger folks in elementary school and ask the same question. How many would say sales is their...
by Scott Dunkel | Jul 7, 2022 | Closing Business
Never underestimate the power of self-preservation. What do I mean by this? In business, decisions are not always made for the good of the organization. You might have a phenomenal product that adds significant value to your prospect, but if it jeopardizes the job...
by Scott Dunkel | Jul 7, 2022 | Sales Skills
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...
by Scott Dunkel | Mar 19, 2022 | Closing Business
I’ve written a blog as well as a complete chapter in my book on the topic, “What can we learn from a lost sale?” You can read the blog on my website. However, in my humble opinion, we should also take the time for a debrief on why we won the deal! Recently I was...
