by Scott Dunkel | Dec 6, 2018 | Life skills/ People skills
While I was interviewing for a sales job in the computer leasing business, the hiring sales manager made a statement over lunch that I will never forget: “Your responsibility as a professional salesman is to be with the right company with the right product at the...
by Scott Dunkel | Oct 23, 2018 | Life skills/ People skills
A career in sales offers a unique opportunity to put your individual stamp on how you approach your territory. While this is true to a certain extent in other professions, in sales it is taken to a much higher level. For example, a chef can prepare a dish in a unique...
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...
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...
