by Scott Dunkel | Jun 6, 2023 | Life skills/ People skills
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 | Jun 1, 2023 | Closing Business
When a professional golfer makes a six-foot putt on the 18th green to win a major championship by one stroke, we naturally call it the winning putt. But we tend to forget the other 274 strokes that made up his four-round aggregate score. What about the 30-yard sand...
by Scott Dunkel | Apr 18, 2023 | Sales Skills
As the baseball season begins, I thought it would be appropriate to re-post an article I originally wrote back in 2016. Here we go….. When I ask sales executives what their competitive advantage is I typically get a response that is directly related to the product or...
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...
