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 | Apr 18, 2017 | Sales Skills
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...
by Scott Dunkel | Apr 15, 2017 | Sales Skills, Uncategorized
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...
by Scott Dunkel | Feb 11, 2017 | Sales Skills
Coming out of college as a young sales rep, I had idealistic views regarding professional sales. In fact, even after several years in the field, I essentially felt the same way. My belief was that, if I had a solid proposal that addressed all of my prospects’...
by Scott Dunkel | Jan 17, 2017 | Sales Skills
As I wrote about last month, it’s important to have a well-thought-out business plan for the upcoming year. If you fail to put significant thought into how you will approach your sales territory, the chances of maximizing your potential are significantly...
by Scott Dunkel | Dec 11, 2016 | Sales Skills
When it comes to preparing for next year, regardless of the product or service we represent, we are all gated by three Universal Truths. · We have a defined market that we sell into · We have a quota or objective we need to hit or exceed · We all have 24...
