Chalk Talk

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!

Why Do They String Us Along?

By Dave Tear | August 1, 2022

You’d have to search pretty hard to find anyone that has seen the movie Caddyshack that didn’t love it. It’s great. Rodney Dangerfield, Chevy Chase, Ted Knight. Who can forget Judge Smails putting pressure on Danny to putt on the final hole? “Well, we’re waiting!” Pure Smails. This is going to hurt. Someone asked a […]

3 Ideas to Help you Stop Asking for Referrals & Start Asking for Introductions

By Dave Tear | July 15, 2022

Referral. The very word gives people an upset stomach. The thought of putting myself out there & the chance that something could go wrong… “Nope… I can’t think of anyone.” You’ve all been there. On both sides: As the consumer: A salesperson asks you for a referral, “Do you know anyone that I should talk […]

5 Ways to Ask the Budget Question in Sales

By Dave Tear | July 4, 2022

If you have been in sales for longer than a week you have been told, ”You have to uncover their budget.” Your director or manager has asked, “How much money are they willing to spend?” “What’s the budget?” “What’s their target price?” “How much money do they have?” Been there? Of course you have. Question […]

If They’re Not Talking, They’re Not Buying

By Dave Tear | June 24, 2022

The title says it all! In the field of communications, radio silence refers to a period or condition when radios are not transmitting.    In military operations, radio silence is usually a command issued from above, as out of fear that an enemy might intercept a signal. And maritime radio operators, for example, might follow a directive of radio […]

7 Things You Can Do to Become a Better Listener

By Dave Tear | June 6, 2022

Most people are just naturally poor listeners.  They are distracted, worried about what they are going to say or flat out bored.  Others (a select few), have perfected the knack of being attentive & actively participate in listening. You know who they are – they’re the ones you go to when you need to get […]

12 Things Superstar Salespeople Don’t Do

By Dave Tear | May 23, 2022

Salespeople (the remarkably successful ones) build mental toughness (mental muscles) the same way they build physical muscles – exercise. Good habits (like cardio & lifting weights) will help you grow stronger. But, giving up the bad habits (eating too much, sitting on the couch, etc.) is key if you really want to make progress. It only […]

Price Increases. Time to Increase my Customer’s Price, Again!

By Dave Tear | May 10, 2022

It’s inevitable. In 2022, businesses in almost every industry see the need to increase prices. This is happening for a number of reasons, including: An increase in the money supply A decrease in the production of goods & services An increase in global demand for goods and services It’s called inflation & it is ON! […]

Selling to DIVAS (aka: Know-it-Alls)

By Dave Tear | April 25, 2022

They’re out there. Everywhere you go you’ll run into someone who thinks they know more than you do on any number of subjects. It’s our society these days. Blame it on Reality TV if you like. The News certainly perpetuates this. Fact is, if you’re in sales, you must find a way to deal with […]

You’re Too Nice!

By Dave Tear | April 11, 2022

5 Times You are Acting too Nice in sales Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of […]

If you Say You’re Gonna do it, do it!

By Dave Tear | March 28, 2022

If we had a nickel for every time someone said to us, “My salesperson never got back to me”, or “The salesperson’s follow up was terrible”, or “I can’t find or get in touch with my salesperson”, we’d have a stack up to the ceiling.  It’s pretty sad. Scenario: You’ve got a prospect or current […]