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What is your response to this objection?

  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 utters these familiar words? You …

Please show me “Senior Management” on the org chart

  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 large number of displays and printers installed. Additionally, I …

Sell me this pen

  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 entry-level jobs available, so I decided to start …

Sales is as simple as 1,2, 3

  I would never say that to be successful long-term in professional sales is easy. What I would say, however, is that the formula is easy. The question then becomes: Do you have the intestinal fortitude to continually execute a simple formula? And can you continue to execute through the peaks and valleys that you …

Value is in the eye of the beholder (not the salesperson)

Bill walks into a Chevrolet dealer, strolls over to a brand-new Corvette, and is outwardly getting excited as his eyes gaze up, down and all around the sports car. He then opens the door, slips into the driver’s seat and makes himself comfortable as he grips the steering wheel and places his right hand on …

Don’t get too greedy, or something like this may happen to you

  Recently, while traveling in Florida, I had the opportunity to reconnect with Jack, a sales exec I worked with at Telex Computer Products back in the early ’80s. While reminiscing about the “good old days” at Telex, Jack and his lovely wife, Mary Beth, related a story that made me laugh out loud, but …

Quota assignment: Take it seriously or there will be consequences!

The absolute best way to demoralize a sales rep is to assign him a quota that is unattainable. In small- to medium-sized companies, this is typically not the case. However, as companies grow, too many times I have witnessed quota assignments that are totally unrealistic, given the finite sales opportunities in a particular territory. While …

How can a martini make a first impression?

Recently, while I was doing business in Hanover, Pennsylvania, I stopped at a very nice bar/restaurant for a martini on my way back to the hotel. My thought was to have a drink at the bar and then possibly have dinner. I am always very specific about how I like my martini prepared. So I …

Why not build trust by adding value?

  Last month I wrote about how critical it is to build trust on your first sales call. In fact, I believe it is the most important objective for your initial meeting, because if you don’t build trust, the likelihood of doing business is slim to none. Recently I was talking to a sales exec …

Sales Reinvented Podcast

Paul Watts, the CEO of Sales Reinvented is dedicated to changing the negative perception of sales people.  His vision is a world where selling is a profession to be proud of. Paul asked me to share my views on the topic. Scott Dunkel’s interview with Paul Watts the CEO of Sales Reinvented