Dave Tear

  Sales is hard enough on its own. Prospecting. Rejection. Scheduling appointments. Researching the prospect. Understanding the competitive landscape. Knowing your prospects PAIN points. Uncovering budgets & spending patterns. Manipulating the decision-making process. It’s a tough game. There’s no need to make it even harder by saying stupid things. But, some salespeople do. Oh, do […]

“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

“Hardened me” may be strong words – we’re certainly not making any comparisons to Stoneman. But, ask my mom & she will tell you that the last 30 years in sales has definitely toughened me up. And that is not entirely good news… to her. Some people need to be toughened up. Some need life’s

OK, bear with me. This one starts off a bit technical – then it’s all practical. EQ vs. IQ. Emotional Intelligence, or emotional quotient (EQ), is defined as an individual’s ability to identify, evaluate, control & express emotions. IQ, or intelligence quotient, is a score derived from one of several standardized tests designed to assess an

  Might seem like an odd question to ask yourself: Would you buy from you? Most salespeople will answer (without thinking), “Of course I would.” “Why wouldn’t I?” “Sure would… I’m good… really good.” It’s natural. What salesperson, who makes her living selling, is going to admit that she wouldn’t even buy from herself? OK,

  Here’s the set up: You met with your prospect. Doesn’t matter how many times. You did your needs analysis. You developed the solution & it’s great. You deliver your quote or proposal. The next day you call to follow up. Voice mail. A few days later you send an email. No reply. In a

  The best thing about a superstar salesperson? Her competitive spirit. She loves to win. But, more importantly, she hates to lose. Can’t stand it! We love competitiveness. A top 3 quality for sales studs & studettes. Show us somebody that abhors losing a game of cards, a game of racquetball, a game of corn-hole

You’ve heard of the “school of hard knocks” – The painful education you get from life’s negative experiences, often contrasted with formal education. It’s reality. It’s when your parents used to say, “Welcome to the real world.” There are few professions other than sales that experience this “school” every single day – & now it’s

There are not many things out there that apply 100% to every person you know. Here’s one: Nobody likes to be lied to. Period. Not one single person. It is a disgusting feeling. Do you know anyone that likes to be lied to? Didn’t think so. We (as people & as salespeople) want to be