Today I’m leading a full-day sales seminar for my private clients, Michael and Roslyn Rozbruch, and their members.

Yes, I’ll be doing a lot of teaching…

But here’s what I won’t be doing:

Talking just to hear myself talk.

Because real leadership in sales isn’t about dominating the conversation—it’s about directing it with purpose.

And that means asking questions that go deeper than surface-level logic.

The best moments in a consultation—or a room full of professionals—happen when someone pauses… gets quiet… and you can tell the question just hit them in the gut.

Those are the moments that create breakthroughs. That builds trust. That moves someone from indecision to clarity.

Actionable tip:

On your next call, skip the generic “Does that make sense?”

Try asking, “What part of this matters most to you right now?”

Or, “What would change for you if we solved this?”

Then stop. Listen. Don’t rush to fill the silence. That pause? That’s where the transformation happens.

Kick butt, make mucho DEEnero!

Dave “Speak Less, Lead Better” Dee