Dave Tear

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

Did you know that by the time you were 6 years old you heard, saw &/or lived through 1,000,000 impressions of rejection. 1,000,000 impressions of the word NO. That’s six zeros! You did. Did you also know that 74.3% of all statistics are made up on the spot? Mom, can we go to McDonalds? NO.

A couple of classics, no doubt! Tommy Boy, the all-out goofy comedy, keeps you laughing from start to finish (what movie starring Chris Farley doesn’t?) Glengarry Glen Ross takes you on a different kind of ride. Star-studded for sure, this dark drama draws you in & has you feeling for all of the characters in

If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something they didn’t want to buy … how quickly would you sign up? Nobody would be dumb enough to sign up for that. It’s ridiculous. Most would rather poke their

As a sales coach you can imagine the number of times we hear a VP of Sales say, “We need help closing more business.” Or a Director of Sales asks, “Can you help us with our closing?”  It’s common. In the words of Arnold in Kindergarten Cop, “IT’S NOT A CLOSING PROBLEM!” After spending a

There are plenty of books & blogs & websites & white papers out there that will attempt to tell you what selling is – & how to do it. Selling is solving. Selling is asking. Selling is listening. Selling is service. We get it, selling is a lot of things. We understand that selling is

Are You “Begging” for Sales Appointments? No Wonder they Cancel (if they do invite you in) Ok, begging may be a strong word. There’s no crying in baseball & there’s no begging in sales. But YOU ALL know what we mean when we say begging – especially for sales appointments. These would fall into the