Dave Tear

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

Do you ever wonder why certain salespeople always seem to fall into the same traps (selling on price, not knowing next steps, working with a lower-level non-decision maker, the prospect controlling everything, etc.)? It happens every day. There is a good chance that if you were to ask the salesperson how the meeting went, she

One of the most common questions sales coaches are asked is how to grow sales & sell on value when it appears that the only thing that matters is a low price. As a salesperson, your success depends on your ability to help your prospect see the value your product or service provides & see

Almost every prospect has objections – & most have several. It’s difficult enough to change someone’s mind when money isn’t on the table, so doing so when the outcome has a financial impact is really tough. If you’re not a skilled objection-handler, your ability to move deals across the goal line pays the price. You

Wasting time. We all do it. You & I both. The key is to limit it as much as possible. So, we need to know what is wasting our time. What are we doing instead of getting work done? After all, we don’t punch a clock (most of us). No Time Waster Solution 10. Lack

Read the room. Self-explanatory (for some people). Pick up on the subtle, nonverbal cues of a group of people. Done properly, you become good at noticing & responding to the smallest of all cues & reactions. These might include body language, minute facial expressions & context clues. Makes sense – unless you have no clue

Raise your hand if you got into sales for the freedom. For the money. Because of your personality. Or, like most of us,because you fell into it, “just because.” That’s OK. Just means we’re all normal. Keep your hand up if after all these years, months or weeks you have realized that selling is hard.