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!

One Last Shot

By Dave Tear | October 11, 2021

We’ve all been there. Glued to the TV. It’s 4th down with .03 seconds to play in the 4th quarter. Your favorite team is down by 4 or 5 points & has the ball on their own 35-yard line. Time for one more play. Yes, a pass. The HAIL MARY. Sometimes it works. Sometimes, not […]

Sales & Dating, Same Game

By Dave Tear | September 28, 2021

Two truths to start:  Admittedly this author has not dated in a very, very long time (1991 to be exact).   At least half (if not more) people reading this have never even heard of the TV Game Show, The Dating Game. Doesn’t matter. What does matter is that we’re all salespeople AND if you have […]

Are You a Champion in Sales?

By Dave Tear | September 13, 2021

Think of some of the most successful self-made people you have ever known. Doesn’t matter what they do. Doesn’t matter what they did. They could be athletes, could have been business owners, could be investors, could have been celebrities, could be salespeople, could have been artists. Doesn’t matter. What does matter is the term self-made. […]

I am Worthy

By Dave Tear | August 30, 2021

“I can’t ask that!” “We can’t say that!” “They’ll never tell us that.”  We’ve heard it all. So many salespeople & sales leaders convince themselves of all the things they “can’t” do during their interactions with prospects & customers. All the things they can’t ask. All the things they can’t say. And it works. They […]

What do you Think, True or False?

By Dave Tear | August 16, 2021

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. I must educate my prospects as much as possible                    I have to answer every question my prospect/customer asks If my […]

Think You Can or Think You Can’t, You’re Right

By Dave Tear | August 2, 2021

You’ve likely seen or heard this quote before. If you didn’t know that Henry Ford is the one that said it (way back in 1906) then that’s a nice bit of trivia for you. What’s it mean? That’s easy. It means “we do what we believe we can do”. We also don’t do what we […]

How Bad do you Want it?

By Dave Tear | July 19, 2021

Success. That’s what we’re talking about here. How bad do you want success? Stupid question? Maybe. You’d be hard-pressed to find anyone that says they don’t want it. We surround ourselves with salespeople, & that’s one cast of characters that definitely says they want success. They want it. They need it. They deserve it. They’ve […]

Fall on Your Sword

By Dave Tear | July 5, 2021

An effective way to build credibility &/or mend a bad relationship in sales Fall on Your Sword: Definition: To voluntarily take the blame or responsibility for a situation. It’s an all-too familiar scenario these days – the challenges caused by the lack of resources coupled with the supply chain issues . . . A customer or […]

It’s What You Say

By Dave Tear | June 22, 2021

Here’s a list of words you shouldn’t say in sales. Do your best to replace them with the other list. Again, they may not smack you in the face as incredibly wrong – these are subtle differences. Subtle differences that can mean the difference between winning & losing: Every once in a while it’s not […]

“Quote & Hope” is a Brutal Strategy for Selling

By Dave Tear | June 8, 2021

We’ve all heard the phrase, There is no hope. We’ve heard, Hope is not a strategy. Serious sales pros know Hope is a brutal strategy for selling. Yet many salespeople eke out a living by “quoting & hoping”. They do. You may know a few of these salespeople. If you aren’t committed to using a […]