Dave Tear

  It’s no mystery that our job in sales is to find problems: Uncover the PAIN. Get to the real issues. Dig deep & get to the root of things. This requires communication (questioning) skills. Questioning skills that allow us to have conversations about business problems. Again, business problems. Most prospects don’t pay money to […]

Why is it that salespeople (outside salespeople) are spending more & more time in the office these days? 3 reasons: Email Phone It’s easy Without question, the phone & email make it easy for salespeople to communicate with their prospects & customers. It’s a piece of cake to send a quick email. It takes no

It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control last week & this week? The week before & after Memorial Day. How many companies do you know that will actually admit to slowing down because they are short weeks? It happens every year.

OK, we all know somebody; we all have an acquaintance that will not stop talking. He or she will go on & on about guess what?  You got it… how great they are. Could be at golf. Could be parenting. Could be sales. Whatever the topic, if you want to know how great they are,

We all have that perfect salesperson in our office. “That guy.” The guy that never makes a mistake. Always does things right. His customers love him. He’s the greatest salesperson in the world (just ask him). He closes just about everything he touches. And when he doesn’t, it’s never his fault. Let’s call this guy

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,

          Success. That’s what we’re talking about here. How bad do you want success? Stupid question? Maybe. You’d be hard-pressed to find anyone that says they don’t want it. We surround ourselves with salespeople, & that’s one cast of characters that definitely say they want success. They want it. They need

  If we had a nickel for every time someone said to us, “My salesperson never got back to me”, or “The salesperson’s follow-up was terrible”, or “I can’t find or get in touch with my salesperson”, we’d have a stack up to the ceiling.  It’s pretty sad. Scenario: You’ve got a prospect or current

One of the most important things you must do (as a sales VP, Director, Manager, Trainer or Coach) is to determine what motivates your salespeople. What really motivates them! Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why sales?” or “Why are you in

  Have you ever spent two, three, six (or more) months working on a deal? You have momentum. Everything seems to be going well. Your solution is perfect. Your contact returns your calls. He replies to your emails. He meets with you when you are at his office. He even goes to lunch with you,