What They Don't Teach You In Sales School

Combining a successful 30-year career in technology sales and in-depth interviews with other career sales executives, sales managers, as well as C-level executive decision-makers, the author offers sound advice for individuals interested in pursuing a career in professional sales. The primary goal of the book is to accelerate the learning curve for professional sales execs. The next objective is to make it an enjoyable read by sharing real sales stories that underscore a sales principle. Readers typically remember a principle if it is told via a story. The story can then be applied to one’s personal sales environment.

Additionally, these stories relate to higher-level principles that the author refers to as UNIVERSAL SALES TRUTHS. These are truths that stand the test of time. Regardless of the timeframe, environment, product or service, if you adhere to these UNIVERSAL SALES TRUTHS, everything else will take care of itself. The author deals with topics that are rarely covered in sales-related books, such as developing an annual business plan, the art of listening, career changes, handling a lost sale, the financial sale, and the business relationship.

This is NOT a book of sales tactics and closing strategies. It is written for individuals interested in taking their career as a professional sales exec to the highest level.

  • Combining the experience from a 30 year successful career in technology sales
  • Sound advice for individuals interested in pursuing a career in professional sales.
  • In depth interviews from other career sales executives, sales management and C level executive decision makers

This is NOT a book of sales tactics and closing strategies. It is written for individuals interested in taking their careers as professional sales execs to the highest level.

Chapter Topics

  1. Developing Your Annual Business Plan
  2. How Well Do You Know Your Product or Service
  3. Know Who You’re Calling On
  4. The Art of Listening
  5. Step Out of Your Comfort Zone and Sell at All Levels
  6. Presentation Skills/Proposal Generation
  7. The Financial Sale/How to Manufacture Business
  8. Working With Sales Management
  9. Selection of Resources
  10. The Business Relationship/Entertainment
  11. Sales Execs Don’t Close Large Transactions – Clients Buy Because…?
  12. Handling a Lost Sale/What Can You Learn?
  13. Account Management/Competition
  14. The Sales Triangle/Management-Sales-Clients, or Balancing the Three-legged Stool
  15. Thinking Outside the Box
  16. Career Changes Both In and Out of Your Industry
  17. Putting it All Together

About the Author

Scott Dunkel spent over 25 years in the highly competitive field of technology sales representing Telex Computer Products, Memorex/Telex and EMC Corporation. In his book he shares the many lessons he learned as a successful "career" sales executive. Wisdom that cannot be learned in sales school.