The soul of the salesman

Daniel Burkwald has been an independent entrepreneur since starting his first company in 1978.

He credits his success to his core ability to sell. He shares his insights on the art of making the sale.

“What gave me confidence to build businesses in the first place was the fact that I was a good salesperson. I could always sit in front of someone for a short

period of time and actually get that person to see a result that was good for them. To me, the definition of sales is engaging someone intellectually to see a future result that isn’t there yet. It’s getting someone to emotionally commit and take the actions that will achieve the desired result.

“No matter what type of sale, it will work for you if you do the following: prepare; understand the client’s dangers, opportunities and strengths; be committed to implementing the result; and track the results.

“That said, I do not have great skills as a manager. Knowing that, how was I able to   implement the necessary processes to successfully build a company? The key is to sell your entrepreneurial team on your vision. The entrepreneurial team then becomes the managers and implementers, and I have creatively delegated that management and responsibility to others who are far more capable. In an entrepreneurial life, there is no manager, administrator or boss. It is just a salesperson with a unique ability for selling.”


Daniel Burkwald, President

Burkwald & Associates Inc. Pewaukee

Industry:  Consultants for employee  benefits, communication,  education and wellness.

Employees: 15

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