by Scott Dunkel | Jan 15, 2018 | Sales Skills
What can we learn from “the world’s most interesting man”? Regardless of the product or service we sell, are we fully taking advantage of the emotional factor associated with the sale? Emotions are certainly not the only reason a product sells, but it’s hard to...
by Scott Dunkel | Dec 13, 2017 | Uncategorized
Don’t make the beginning of 2018 simply an extension of how you approached your sales territory in 2017. Put aside a fair amount of time to work on your business — not simply in your business. By this I mean take a step back and take a fresh approach to the...
by Scott Dunkel | Nov 20, 2017 | Sales Skills
There is a particular objection that comes in many forms. And the fact is, many sales folks struggle — and some are at a total loss — when faced with it. Some reps will immediately fold their tents and never return! After all, why waste time when your prospect...
by Scott Dunkel | Oct 29, 2017 | Sales Skills
In 1983, while representing Telex, I was working on an opportunity to sell personal computers to Noxell Corporation. Noxell is the company that manufactures Noxzema as well as the “cover Girl” line of cosmetics. I had worked the account for 3 years and had a...
by Scott Dunkel | Oct 14, 2017 | Sales Skills
After graduating from St. John’s University in 1976 with a B.S. in business and a major in marketing, I had an interview for a sales job with Burroughs Corporation. My original intention was to find a job in marketing. However, at the time there were no...
