Dave Tear

How Bad do you Want it? Success. That’s what we’re talking about here. How bad do you want success? Eric Thomas (author, speaker, educator, pastor) gets credit for asking this question in the motivational talks he gives around the country. And it is one doozie of a question. On the surface it may seem like […]

Canned Sales Pitches are so 1980’s! If the image above doesn’t scream “USELESS SALESPERSON” to you, then nothing does. The finger point! The wink of the eye! The word “awesome!” Makes my skin crawl. How about you? It’s 2024. In sales, if you are not THE BEST thing your clients & prospects have ever seen

Said it. Got that out of the way. Want to read it again? You do not need the lowest price to make sales! The best part about this claim? Most all of you know it’s true. Most all of you have made sales within the last 18 to 24 months where you know for sure

Sales professionals out there! Would you be open to doing a frightening exercise? Take the last 3 deals you worked on (or 3 current deals) & ask yourself this question: Do I really understand what (insert prospect) is actually trying to accomplish? Do I really understand the problem? Completely understand? Without question? 100%? You know

The 2024 Olympics came to a close a few days ago. Lots of champions were awarded. Some for the first time. Some repeat performers. It was great to see (no matter which country you’re from.) Who doesn’t love a champion? Makes us want to reflect on our own profession & whether or not we are

Most of you have seen or heard the famous quote from Henry Ford: Whether you think you can or you can’t, you’re right. It’s a doozy! Once you think it through it makes all the sense in the world. “That’s right! I can do anything I put my mind to. I got this!” It’s good.

Sales leaders out there, how familiar does this sound? One of your salespeople (Paulie Poorcloser) arrives at the office between 8:15 & 8:45 (like he does every day). He hasn’t been in the office before 8 AM since the first week he was hired – 12 years ago. Or in the hybrid world, he hasn’t

A common thing to say in sales is, “People buy from people they like.” True. Another over-used phrase: “People buy from people they trust.” Can’t argue that. Like & trust are important things to strive for in sales. Good end game goals. But you don’t start there. You start by helping people become comfortable with

We used to Coach our clients to get out of the office & see prospects &/or customers. In the last 4 years we’ve been known to tell them to get out of the house.  Imagine how that has gone over: The office is cozy. The house is even cozier. Why would anyone want to leave? 

In sales, there is no better advice than to get on with it (or get off of it) as soon as possible. How much time do you spend on opportunities that never pan out? How much time & how many brain cells get toasted spent hoping a deal comes through. How many real opportunities get