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!
Prospects Really Don’t Care About You (& that does not make them bad people)
Ever been to a college football game where the public address announcer announces a player from the other team & the fans scream at the top of their lungs, W H O C A R E S ? It’s very well-orchestrated & impressive! At times the PA announcer will announce an opponent who made a […]
3 Ways to Make Sure you are Selling to the Decision Maker(s)
Have you ever spent two, three, six (or more) months working on a deal? You have momentum. Everything seems to be going well. Your solution is perfect. Your contact returns your calls. She replies to your emails. She meets with you when you are at his office. She even goes to lunch with you, as […]
No More Quote and Hope
“Quote & Hope” is a Brutal Strategy for Selling Do you get paid for the number of quotes you generate? Didn’t think so. Then why do you generate so many? Obviously, if you didn’t quote, your prospects & customers wouldn’t know what they are buying. The question was rhetorical. A better question would be, Why […]
School of Hard Knocks
A Career in Sales: What They Don’t Teach You in School You’ve heard of the “school of hard knocks”: The (sometimes painful) education you get from life’s usually negative experiences, often contrasted with formal education. It’s reality. It’s when your mom & dad used to say, “Welcome to the real world.” There are few professions […]
People buy from people they are comfortable with
Our Job in Sales: To Help Our Prospects & Customers be Comfortable With Us We say it often; People buy from people they are comfortable with. It’s pretty hard to argue that. I’m sure we’ve all bought something from someone we weren’t completely comfortable with. Maybe they had it & we needed it – immediately. […]
You Can’t Coach Heart
It’s here! Football season. We’re in week #3 of NCAA action & last night finished up week #1 of NFL play. A great time of year. 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 […]
8 Ways to Stand Out & be Compelling
Charisma is hard to define – but when someone has it, it’s obvious. Charismatic salespeople have a huge advantage over their competition. Prospects are far more likely to engage with them, respect their guidance & listen to them. One of the easiest ways to stand out & be more charismatic is to change your vocabulary. […]
7 Ways to Improve Self Discipline
It’s not easy. Becoming a master of self-discipline is tough. The good news is that although it sometimes seems as if you have no control when it comes to certain aspects of your life, really you do. You just might not know it yet.Self-discipline is one of those things that requires ongoing work. Ongoing practice. […]
Enjoy the Silence
Most Salespeople Talk Too Much Say what you want about Synth-Pop band Depeche Mode. One thing they did do is completely NAIL IT with the song Enjoy the Silence (1990). The song is clearly about being in a relationship where thoughts & feelings are all that matter. It states many times that words are unnecessary […]
4 Rules for Ride or Virtual Join Alongs
Do you ever wonder why certain salespeople always seem to fall into the same traps (selling on price, not knowing next steps, working with a lower-level non-decision maker, the prospect controlling everything, etc.)? It happens every day. There is a good chance that if you were to ask the salesperson how the meeting went, she […]