Dave has presented in 47 states and eleven countries. He holds both a Bachelor of Education degree and a Master’s of Arts in Teaching, and has a reputation for creating and delivering practical, insightful strategies, principles, processes, practices and tools. The Sales Resource Center is the ultimate expression of his unique combination of gifts.
How to Deal with Angry Customers in Sales
No one looks forward to an encounter with an angry or difficult customer. Most of us can’t help but feel emotionally impacted by an upset customer. An ugly incident can ruin our entire day. Not only that but there is usually some damage that can be done to the...
Q & A for Sales Managers: Sales people who whine
Question: Dave, I’m a sales manager, and I’m increasingly losing my patience with sales people who constantly whine and complain. Any thoughts on how to handle the chronic whiners? Answer: Believe me, I can empathize with you. I had my share of whiners in my days as...
Biggest Time Wasters for Sales People
Good time management for sales people has been an obsession of mine for more than 30 years. In the last decade, I’ve been involved in helping tens of thousands of sales people improve their results through more effective use of...
Seven Ways to Build Rapport with Anyone
Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and make everything work smoother. So it is when two people interact with each other....
The Question is the Key!
Better Sales Questions Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for sales people today, and the greatest single solution to their challenges. ...
Dealing with your customers’ time constraints
"My customers don't have as much time to spend with me as they used to." That's a comment I'm hearing more frequently in my sales seminars. It's a growing phenomenon. Your customers used to be able to spend more time with you. But lately, it seems as though they are...
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