Where Sales Teams Turn for Better Sales Tactics
Welcome to "Chalk Talk," Dave's blog geared towards helping your sales team close more sales with better prospects. Want Chalk Talk in your inbox? Sign up below!
It’s the Holidays, I’m a Salesperson . . . Nobody Wants to Hear from Me, Let Alone See 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 and New Year’s Day? How many companies do you know that will actually admit to winding things down right about […]
Are You Too Nice?
Affecting your health? Maybe not. Affecting your sales? ABSOLUTELY! Where do “nice guys” usually finish? Yep. Last. What do “nice salespeople” usually do? They chat. They make small talk. They smile a lot. They laugh. Some even giggle. They say “yes” a lot. Think of that overly nice salesperson. That constantly up-beat guy, ridiculously positive […]
Phone calls, voicemail messages, emails – you need to cut through the clutter!
Has selling changed in the last few years? Yes! No question about it. Are prospects & customers getting smarter about your products & services? Likely. Is competition as fierce as it has ever been? Good chance. Are prospects and customers harder to contact? DEFINITELY! A few years ago, we could easily blame it on the […]
4 Ways My Mother Thought this Sales Career Has Hardened Me
“Hardened me” may be strong words – we’re certainly not making any comparisons to Stoneman. But if you were to ask my mom, she would have told you that the last 30 years in sales has definitely toughened me up. And that is not entirely good news . . . to her. Some people need […]
What do you Think, True or False?
Let’s have some fun. We’ll make statements. Statements about things that happen to you often in sales. Reply to the statements with TRUE or FALSE. Let’s see how you do. No surprise, here. ALL FALSE! Disagree? Call me, we’ll talk it out.
Delivering Bad News: Address the real problem
Regardless of the account, the people or the solution, our job in Sales often involves giving prospects bad news. Not only that, we sometimes do this after our competitors have already given them bad news. To make things even worse, there are times when the bad news we deliver involves a different solution than our […]
Salespeople, AI Can Do This!
A few months ago, we made a strong case for what AI CAN’T do in the sales & selling arena. Some obvious (and maybe not-so obvious) things to consider on your journey into the AI world. Remember, in all its glory, AI still lacks Emotional Intelligence, the ability to read the room and most importantly, […]
You Are Worthy!
“I can’t ask that!” “We can’t say that!” “They will never tell us that.” We have heard it all. So many salespeople and sales leaders convince themselves of all the things they “can’t” do during their interactions with prospects and customers. All the things they can’t ask. All the things they can’t say. And it […]
Sales Doesn’t Have to be About Handling Objections
In fact, done properly, sales can have nothing to do with objections. Might sound crazy, but you can actually go through an entire sales opportunity without handling any objections. How, you ask? Well, you address them as they come up… or you bring them up before they come up. Stay with me . . . […]
What AI Can’t Do
How many times this year have you heard this?: AI is going to replace a lot of jobs. We hear it often and it is increasing every day. Will it replace a Salesperson’s job? Will it replace a Sales Leaders role? Keep reading . . . Most people would agree that AI is one of […]