by Scott Dunkel | Nov 5, 2014 | Sales Skills
I’m a big believer in taking the time to do a complete De-Brief with the client after a lost sale. I wrote a blog on this subject in September, 2012. You can read it by clicking here. In fact I go into significant detail on this topic in my book; “ What They...
by Scott Dunkel | Oct 18, 2014 | Uncategorized
Have you seen the cartoon that depicts a soldier fighting his enemy with a sword and a shield, with the salesman behind him attempting to get his attention? The reason the salesman is trying to get his attention is because he has a machine gun for sale. The problem is...
by Scott Dunkel | Sep 11, 2014 | Sales Skills
My godson Jack was given a book from his uncle Joe Buck for his high school graduation. The title of the book is “The Millionaire Next Door.” I took the opportunity to skim the book at their house and it really got my attention. So I asked my wife, Jackie, to...
by Scott Dunkel | Aug 5, 2014 | Sales Skills
When I ask sales executives what their competitive advantage is I typically get a response that is directly related to the product or service they represent. In other words, someone who is a sales exec for IBM would proceed to tell me that partnering with IBM offers a...
by Scott Dunkel | Jul 10, 2014 | Sales Skills
I recently finished a book by Bob Lutz, the former vice chairman of General Motors. He goes into great detail on why, in his opinion, GM lost its competitive advantage in the market. The book is called, “Car Guys vs. Bean Counters.” In it he explains how very smart...
