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!

You Can’t Coach Heart

By Dave Tear | September 15, 2015

It’s here! Football season. Last week the NCAA opened & this weekend, the NFL. A great time of year indeed. My favorite is NCAA. ESPN’s College Game Day, Saturday afternoon games, Top 25 showdowns, tailgate parties, the UM/MSU rivalry & consequential “trash-talking” – it’s all fantastic! Is there anything better than highlight films from the […]

Sales is NO PLACE for Shortcuts!

By Dave Tear | September 9, 2015

One of the most common characteristics of successful salespeople = impatience. Show me a patient salesperson & I’ll show you a salesperson with skinny kids! Most want to rush, get as much done as possible & move on to the next deal. Their mantra is more, more, more. Pretty normal. The great ones are decisive, […]

The “I’s” DO NOT Have It!

By Dave Tear | August 19, 2015

At golf league the other night one of the guys in my foursome (& no… don’t worry, he won’t be reading this blog) would not stop talking. He went on & on & on about guess what? You got it… every single golf shot he took. For the entire round. He helped to make 2 […]

I HATE Prospecting!

By Dave Tear | August 4, 2015

If someone told you your job was to call or email people who you don’t know… that didn’t want to talk to you … about something they didn’t want to buy … how quickly would you sign up? Nobody would be dumb enough to sign up for that. It’s ridiculous. I’d rather poke my eyes […]

Pandering Salespeople add ZERO value!

By Dave Tear | July 21, 2015

When you think of the word “pander” what do you think of? Merriam-Webster’s dictionary says it’s to do or provide what someone wants or demands even though it is not proper, good, or reasonable. I think of the overly-nice salesperson. That constantly up-beat guy, ridiculously positive & over-the-top with his willingness to accommodate. The gal […]

Depeche Mode Had it Right in 1990: Enjoy the Silence!

By Dave Tear | July 7, 2015

One of my favorite things to do on our annual 4th of July holiday vacation is to walk the beach in the morning (Greenbush, MI on Lake Huron – about 45 minutes south of Alpena). I put the earbuds in, select my favorite playlist & start to solve all the world’s problems. This weekend it […]

Why are you in sales? For the money

By Dave Tear | April 27, 2015

One of the most important things I have to do (as a sales trainer/coach) is to determine what motivates my clients. Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why are you in sales?” The hard part (for some salespeople) is the answer. I have […]

​Act Like You’ve Been There. Avoid These Rookie Sales Mistakes

By Dave Tear | April 13, 2015

The hockey community (& other sports communities) have a phrase: “Act like you’ve been there!” This is intended for the rookies. It’s an attitude that serves these rookies well – if they live up to it. Easier said than done for many. How often do you see a rookie in any sport make on-the-field (or off-the-field) mistakes? […]

What they Don’t Teach Salespeople in School

By Dave Tear | March 30, 2015

A previous blog mentioned that colleges & universities are finally getting around to offering Sales & Selling as a major. I said it before, ‘bout time. It will be great to have grads coming out of school with the intellectual capacity to understand what happens in sales. True, they will know about sales. Yes, will […]

Nobody Wants to be Sold. People Want to Buy.

By Dave Tear | March 9, 2015

It has only been in recent years that colleges & universities in the U.S. have offered majors in the career of sales. ‘Bout time!  That means for most all of us we “happened to end up in sales”. We found ourselves in this career. We learned “as we went along”, on the streets. The real […]