Chalk Talk

Where Sales Teams Turn for Better Sales Tactics

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7 Examples of how Your Business is No Different Than All the Others

By Dave Tear | October 30, 2018

“You don’t understand, Dave, our business is different.” If I had a nickel for every time I heard that over the last 30 years, I’d have a stack of nickels this high! (it’s a pretty high stack). Nineteen out of twenty times when a business owner or VP or Sales Manager says this about their […]

4 Ways My Mother thinks this Sales Business Has Hardened Me

By Dave Tear | October 16, 2018

“Hardened me” may be strong words – we’re certainly not making any comparisons to Stoneman. But, ask my mom & she will tell 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 to be toughened up. Some need life’s […]

E.Q. vs. I.Q. (the difference is HUGE!)

By Dave Tear | October 2, 2018

OK, bear with me. This one starts off a bit technical – then it’s all practical. EQ vs. IQ. Emotional Intelligence, or emotional quotient (EQ), is defined as an individual’s ability to identify, evaluate, control & express emotions. IQ, or intelligence quotient, is a score derived from one of several standardized tests designed to assess an […]

22 Reasons You Wouldn’t Even Buy from Yourself

By Dave Tear | September 18, 2018

  Might seem like an odd question to ask yourself: Would you buy from you? Most salespeople will answer (without thinking), “Of course I would.” “Why wouldn’t I?” “Sure would… I’m good… really good.” It’s natural. What salesperson, who makes her living selling, is going to admit that she wouldn’t even buy from herself? OK, […]

STOP Feeling Like a Stalker in Sales!

By Dave Tear | September 4, 2018

  Here’s the set up: You met with your prospect. Doesn’t matter how many times. You did your needs analysis. You developed the solution & it’s great. You deliver your quote or proposal. The next day you call to follow up. Voice mail. A few days later you send an email. No reply. In a […]

Hunting. Prospecting. UGH! Whatever you Want to Call it – Do it!

By Dave Tear | August 21, 2018

  A mentor once told me, the moment we stop prospecting for business is the moment we are out of business. Hurts. But it is so true. He went on to say that we didn’t have to like it – but we did have to do it. Stinks. But, also so true. Let’s get the […]

4 Signs You’re Taking Short-cuts in Sales

By Dave Tear | August 8, 2018

  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 […]

10 Things About Sales They Don’t Teach you in School

By Dave Tear | July 24, 2018

You’ve heard of the “school of hard knocks” – The painful education you get from life’s negative experiences, often contrasted with formal education. It’s reality. It’s when your parents used to say, “Welcome to the real world.” There are few professions other than sales that experience this “school” every single day – & now it’s […]

Why do you Believe the Baloney?

By Dave Tear | July 10, 2018

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 […]

Don’t Want to Upset a Prospect? Join the Peace Corps

By Dave Tear | June 26, 2018

  It’s no mystery that our job in sales is to find problems: Uncover the PAIN. Get to the real issues. Dig deep & get to the root of things. This requires communication (questioning) skills. Questioning skills that allow us to have conversations about business problems. Again, business problems. Most prospects don’t pay money to […]

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