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...
by Scott Dunkel | Sep 19, 2017 | Sales Skills
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...
by Scott Dunkel | Aug 23, 2017 | Sales Skills
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...
by Scott Dunkel | Jul 18, 2017 | Life skills/ People skills
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...
by Scott Dunkel | Jun 20, 2017 | Sales Management
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...
by Scott Dunkel | May 22, 2017 | Uncategorized
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...
