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!

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 […]

If You Don’t Know Your Prospect’s/Customer’s Process, Good Luck!

By Dave Tear | May 25, 2021

How many times in the last 18 to 24 months have you been involved in an opportunity (a pretty good one), just like the last few with that customer. You got the call or the email from the customer about the project (the Binford 5,000 Project). You met with your contact(s), qualified the opportunity as […]

10 Reasons why Sales Takes Work!

By Dave Tear | May 11, 2021

Some sales professionals work their butts off. Some manage their time very well. Some prospect for new business consistently. When allowed, some get out & visit customers. Some take risks & ask the tough questions. Some prospect for appointments. Some travel & spend time away from their families all for the good of the company. […]

12 Things That Make a Great Salesperson

By Dave Tear | April 28, 2021

Throw it back to the days when Blockbuster video stores stood apart from all others because they greeted every single person that entered their stores, every single time? How about Domino’s Pizza? They started the “You’ll have it in 30 minutes or less or it’s free policy”.  Who can forget FedEx’s “When it absolutely has […]

Wishy-Washy Words Don’t Take You to the Bank

By Dave Tear | April 13, 2021

When was the last time your prospect said, “We’ll probably go with you”?  How many times have you heard, “There is a good possibility we will give you the business”? Ever hear, “Your solution looks good”?  Things like this sound pretty good, right?  Frank the fictitious salesperson hears this & runs back to his office […]

ShortCutDanger

4 Signs You’re Taking Short-cuts in Sales

By Dave Tear | March 30, 2021

The best thing about a superstar salesperson? Her competitive spirit. She loves to win. But, more importantly, she hates to lose. Can’t stand it! We love competitiveness. A top 3 quality for sales studs & studettes. Show us somebody that abhors losing a game of cards, a game of racquetball, a game of corn-hole (or a […]

Why do you Believe the Baloney?

By Dave Tear | March 15, 2021

There are not many things out there that apply 100% to every person you know. Here’s one: Nobody likes to be lied to. Period. Not one single person. It is a disgusting feeling. Do you know anyone that likes to be lied to? Didn’t think so. We (as people & as salespeople) want to be […]