Senior Editor

Dave Clemens has worked for newspapers, news services, magazines and specialized business publications — in print and on-line — on four continents during his 40 years as a reporter and editor.

He has served as deputy financial editor of the International Herald Tribune, based in Paris; editor and bureau chief for Bloomberg News, based in Tokyo and Singapore; and deputy bureau chief for the French news agency, Agence France-Presse, based in Harare, Zimbabwe. His work has also appeared in the magazine World Press Review, over the news and broadcast services of The Associated Press, and in several nationally recognized human resources, employment law and business newsletters.

Recent Blog Posts

The power of sets: An upsell/cross-sell tactic you can use

Dave Clemens

Want an insight that will work every time and help you get sales? In that case, don’t read on. This isn’t one of those. But if you’re interested in an insight that is pretty cool and will work some of the time — notably for up- and cross-selling — please do keep going. Researchers at…

Advance vs. Continuation: Gauging how warm (or otherwise) that prospect really is

Dave Clemens

Are you really getting somewhere with that prospect of yours? Or is he/she just stringing you along? If salespeople could always answer that question accurately, they’d waste less time. And be a lot happier. Problem is, it’s really tough to see inside most people’s heads. They aren’t made out of clear plastic, like the Visible…

2 Reasons to Smile when Selling

Dave Clemens

Smiling isn’t just about seeming agreeable, or showing confidence in your product, or not looking like a grump. As behavioral and psychological research demonstrates, there are good, non-obvious reasons to smile when you’re with buyers.

Want proof that it pays to zip your lip during sales calls? Here’s the data

Dave Clemens

Silence — or at least some amount of it — is golden when it comes to sales calls. You’ve almost certainly heard that it pays to listen to buyers more than you talk, but new research analyzing more than half a million sales discovery calls backs up the notion with hard data. Top sales performers…

Qualifying prospects: Interview them like you would a job applicant

Dave Clemens

When sales reps qualify a “suspect,” they’re usually of two minds. On one hand, they hope that the person will turn out to be a real prospect. On the other, they’re concerned not to waste time on somebody who’s never going to buy. You can’t eliminate this mental conflict entirely. It goes with the territory,…

Beware of these 7 ways you might unintentionally confuse buyers

Dave Clemens

I talked to a customer the other day who was confused. We hadn’t done anything to confuse him — thank goodness. But he and I got chatting and he opened up about how another organization, one with which we don’t compete, had. This fellow had been a customer of Organization X for several years. He’d…

Negotiations getting personal? Try these 5 tactics

Dave Clemens

The real goal, assuming the buyer isn’t just cranky or having a bad day, is to knock you off your equilibrium and soften you up for concessions. How can you counter such tactics so as to reestablish your power and get the negotiation back on course?

Don’t let a buyer — even an important, busy one — keep you waiting

Dave Clemens

It’s probably happened to you; it certainly has to me. You’ve finally gotten a meeting with that extremely busy buyer, after waiting three weeks for her to clear 45 minutes in her schedule. Now, though, you’re sitting there, 10 minutes after your session was supposed so start, and time keeps ticking by. Her assistant assures…

Dang! Mild swearing can make you more persuasive! Who the heck knew!

Dave Clemens

Ask 100 sales reps whether you should swear during conversations with customers, and probably 99 would say, “No way.” And it’s true that turning the air blue is not the best approach if you want to get the sale. R-rated content is best left for the movies. But you may surprised to learn that several…

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