by Scott Dunkel | Oct 22, 2019 | Sales Skills
I assume you are not actually looking for this advice, but I’m using this topic to get your attention because we have all probably been a little guilty in this area. The area I am talking about is preparation. So, if you want to make a totally unproductive sales call,...
by Scott Dunkel | Sep 24, 2019 | Sales Skills
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 | Aug 27, 2019 | Sales Skills, Uncategorized
What can we learn from our victories? 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 by clicking here. However, in my humble opinion, we should also take the time for a...
by Scott Dunkel | May 1, 2019 | 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...
by Scott Dunkel | Mar 24, 2019 | 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 | 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...
