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!

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 […]

Do You Have Any Idea How Good You Really Are?

By Dave Tear | March 14, 2022

Very good is the answer for most people – salespeople included Yes, we all know the narcissist. The self-centered, arrogant egomaniac. Always the smartest person in the room. It’s all about him or all about her. You know, the people that really aren’t even close to being as good as they think they are. But […]

In Sales, Throw ‘em a Changeup

By Dave Tear | February 28, 2022

MLB is in a lockout. Spring Training has been delayed. So, let’s talk about changeup Not the kind the pitchers throw. In sales, prospects are always waiting to crush your sales pitch – so don’t give them one. Change it up. Every sales call you go on can really be an ambush in disguise. Current clients & […]

Delivering Bad News: Address the real problem

By Dave Tear | February 14, 2022

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 […]

Are You a Risk Taker

By Dave Tear | January 31, 2022

Are You a Risk Taker? Most people in our lives are not comfortable with risk-taking. To them it’s too . . . RISKY. Buy why?    Why Aren’t People Comfortable with Risk-Taking? People fear the unknown  People fear failure Life is easy when we play it lightly. It’s easy to do what everyone else does. […]

Not Another Negotiation!

By Dave Tear | January 17, 2022

Negotiation. One of the worst occupational hazards of the sales profession. It’s not fun. Nobody ever looks forward to it. We want it to end up a win-win for both sides (but does it ever really turn out that way?). It’s inevitable. Inevitable? Does it have to be? Hmm. Hear me out. If a sale […]

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