Dave Tear

It’s the Holidays, I’m a Salesperson… Nobody Wants to Hear from Me.   5 Reasons That is Total B.S.! What would the holiday season be without the “It’s the Holidays blog…? It’s that time of year. Time for a reality check.  How many salespeople do you know that go on cruise control between Thanksgiving & New […]

Ever been to a college football game where the public address announcer announces a player from the other team & the fans scream at the top of their lungs, W H O C A R E S ? It’s very well-orchestrated & impressive! At times the PA announcer will announce an opponent who made a

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. She replies to your emails. She meets with you when you are at his office. She even goes to lunch with you, as

“Quote & Hope” is a Brutal Strategy for Selling Do you get paid for the number of quotes you generate? Didn’t think so. Then why do you generate so many?  Obviously, if you didn’t quote, your prospects & customers wouldn’t know what they are buying. The question was rhetorical. A better question would be, Why

A Career in Sales: What They Don’t Teach You in School You’ve heard of the “school of hard knocks”: The (sometimes painful) education you get from life’s usually negative experiences, often contrasted with formal education. It’s reality. It’s when your mom & dad used to say, “Welcome to the real world.” There are few professions

Our Job in Sales: To Help Our Prospects & Customers be Comfortable With Us We say it often; People buy from people they are comfortable with. It’s pretty hard to argue that. I’m sure we’ve all bought something from someone we weren’t completely comfortable with. Maybe they had it & we needed it – immediately.

It’s here! Football season. We’re in week #3 of NCAA action & last night finished up week #1 of NFL play. A great time of year. My favorite is NCAA. ESPN’s College Game Day, Saturday afternoon games, Top 25 showdowns, tailgate parties, the UM/MSU rivalry & consequential “trash-talking” – it’s all fantastic! Is there anything

Charisma is hard to define – but when someone has it, it’s obvious. Charismatic salespeople have a huge advantage over their competition. Prospects are far more likely to engage with them, respect their guidance & listen to them.  One of the easiest ways to stand out & be more charismatic is to change your vocabulary.

It’s not easy. Becoming a master of self-discipline is tough. The good news is that although it sometimes seems as if you have no control when it comes to certain aspects of your life, really you do. You just might not know it yet.Self-discipline is one of those things that requires ongoing work. Ongoing practice.

Most Salespeople Talk Too Much Say what you want about Synth-Pop band Depeche Mode. One thing they did do is completely NAIL IT with the song Enjoy the Silence (1990). The song is clearly about being in a relationship where thoughts & feelings are all that matter. It states many times that words are unnecessary