Dave Tear

Hang on: Explanation coming. Think of yourself or your Sales Team (on sales calls, on the phone, on e-mail, while prospecting, during follow-up,  dealing with customer issues, and on and on and on . . .) What are they doing? What are they saying? How are they acting?  In June of 2026 you likely have […]

“You don’t understand, Dave, our business is different.”  If I had a nickel for every time I heard that over the last 30 years, I’d have a stack of nickels this high! (it’s a pretty high stack). Nineteen out of twenty times when a business owner or VP or Sales Manager says this about their

If you think it does not matter where you sit on sales appointments, you are wrong. If you think your customer is always “in charge” and will tell you where to sit, you are also wrong. Where you sit matter and . . . you do have a say. Please note: This is written and

It would be hard to think of a better day to discuss Equanimity than Cinco de Mayo!  A big thank you goes out to Troy Frye for introducing me to this word – Equanimity. But how does it relate to Sales, let alone Cinco de Mayo? First off, Equanimity has nothing to do with Cinco

Could Zig Ziglar have said it any better? Not a chance. He nailed it with this one. Maybe he could have said “showering” instead of bathing (who takes baths anymore)? Still a great quote. Daily. Key word there. Motivation is a daily chore. Like house chores. Take a day off from motivation and your house

Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of advice that you’d get in any parenting book. So,

Salespeople have lots to do. Some of the things we do directly “pay us” while other things do not. Sales studs & studdettes have a tight grasp on the activities that they should spend time on during “Pay Time hours” & do those activities first. Since we don’t punch a clock in sales, the activities

Who? Amy asked. Who are you talking about? Paul replied, “You know, the salesperson for ABC Company”. What salesperson? Asked, Amy. I never met a salesperson from ABC Company . . .  Have you ever been that salesperson? That salesperson that Amy and countless others cannot recall for the life of them. If you were,

They’re out there. Everywhere you go you will run into someone who thinks they know more than you do on any number of subjects. That is our society these days. Blame it on Reality TV if you like. The News certainly perpetuates this. Politics definitely fans the fire. Fact is, if you are a salesperson,

 It happened again! A client with an idea for a blog. Speaking with this client last week (a sales leader with a strong pedigree) – he made a pretty cool comparison – Chess and selling. His comment was, “I wish our Sales Team  would  look at a deal and think 2 or 3 or 4 moves ahead