by Scott Dunkel | Oct 6, 2023 | 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 | Jul 7, 2023 | Life skills/ People skills
Don’t be the individual who enters the workplace thinking they are the epitome of success simply because they achieved their sales targets or closed significant deals. It’s crucial to recognize that long-term sales success relies on collaboration and...
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...
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...
by Scott Dunkel | Jan 21, 2022 | Sales Skills
In my humble opinion, as professional salespeople, many times we focus all of our energy on the technical benefits of our product, how we compare to the competition, and the cost-benefit analysis. The technical aspects and cost are certainly critical to the sale, but...
