by Scott Dunkel | Sep 19, 2018 | Sales Skills
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...
by Scott Dunkel | Aug 19, 2018 | Sales Skills, Uncategorized
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...
by Scott Dunkel | Jul 29, 2018 | Account management
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...
by Scott Dunkel | Jun 25, 2018 | Sales Skills
Why do some salespeople believe that price is the most important ingredient in making the sale? They begin their sales campaign by emphasizing the lower cost of their product. Or even worse, by telling prospects that if they can make a decision before the end...
by Scott Dunkel | Feb 21, 2018 | Sales Skills
If you could guarantee that when you flipped a coin it would always land on heads, you would certainly have an edge in a coin toss. That’s the strategy Steve used to tilt a major buying decision in his direction. “Out of the box” thinking turned out to...
