by Scott Dunkel | Jul 10, 2014 | Sales Skills
I recently finished a book by Bob Lutz, the former vice chairman of General Motors. He goes into great detail on why, in his opinion, GM lost its competitive advantage in the market. The book is called, “Car Guys vs. Bean Counters.” In it he explains how very smart...
by Scott Dunkel | Jun 12, 2014 | Sales Skills, Uncategorized
What do you do in the middle of the afternoon when you feel a little sluggish and your eyes are getting a bit heavy? You might grab an energy drink like a Red Bull or maybe a cup of coffee? Perhaps you go outside and take in some fresh air or take a little walk. I had...
by Scott Dunkel | May 9, 2014 | Sales Skills
I believe there are three major components to any professional sales executive. The first two are obvious. The final third is subtler, but in my opinion could be the most critical to long-term success. Let’s take a look at all three from a high-level...
by Scott Dunkel | Feb 24, 2014 | Sales Skills
I recently had lunch with a former long-term client who works for a major financial institution in the Baltimore area. In light of my work at UST I always like to ask decision makers questions related to professional sales. Since Bill and his team deal with sales...
by Scott Dunkel | Jan 28, 2014 | Sales Skills
In all seriousness, there is no single aspect of professional selling more important than developing effective listening habits. This is true not only in sales but in life in general. God gave us two ears and one mouth for good reason. Yet for some strange reason many...
by Scott Dunkel | Jan 1, 2014 | Sales Skills, Uncategorized
When it comes to preparing for next year, regardless of the product or service you represent, we are all gated by three Universal Truths. · We have a defined market which we sell into · We have a quota or objective we need to hit or exceed · We all...
