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!

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 […]

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 […]