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!

It’s 2018. What’s Going to be Different this Year?

By Dave Tear | January 9, 2018

We’re 9 days into 2018. You’ve had enough time to settle in. And you didn’t win the Powerball (or your Fantasy League for that matter). Here’s a question for you: What’s going to be different this year? More specifically: What will you do this year to take your sales to the next level? If you’re […]

Sales is NO PLACE for Shortcuts!

By Dave Tear | December 26, 2017

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, […]

Order-Taker or Order-Maker? 5 Things Contributing to Your Order-Taking Status

By Dave Tear | December 12, 2017

Sales leaders out there, how familiar does this sound? One of your salespeople (Willie Weakcloser) arrives at the office between 8:15 & 8:45 (like he does every day). He hasn’t been in the office before 8 AM since the first week he was hired – 12 years ago.  It’s like Groundhog Day: He makes his […]

It’s the Holidays, I’m a Salesperson…Nobody Wants to See Me. That’s Total BS!

By Dave Tear | November 28, 2017

What would the holiday season be without the “It’s the holidays blog…”? It’s that time of year. Time for a reality check. How many salespeople do you know that go on cruise control between Thanksgiving & New Year’s Day? How many companies do you know that will actually admit to winding things down right about […]

5 Steps to 2018 Goal-Setting

By Dave Tear | November 14, 2017

Let’s get this out of the way right now — this will not be the sexiest blog you have ever read. Not at all. The topic is goal-setting. How sexy is that? Not sexy, but necessary. We’re 6 weeks away from 2018. If you haven’t thought about what 2018 will look like, good luck making […]

Sometimes Selling Can Be Damn Scary!

By Dave Tear | October 31, 2017

Why did you get into sales? A lot of people say it’s because they like helping people. Or, they like people. Or they like the freedom. All valiant reasons. But, from where I sit, if “for the money” or “income potential” isn’t right up there, we should talk. For another conversation, though. Did you ever […]

Interested, Curious & Wondering Aren’t Buying Signals

By Dave Tear | October 17, 2017

Can you remember, back in the early days of your selling career, when you would get excited because you found someone that was interested in talking to you about your product or service? Be honest. Have you ever gotten that feeling in your stomach when someone was curious to learn what you do? OK, have you […]

5 Reasons Convincing Doesn’t Work in Sales

By Dave Tear | October 3, 2017

Saleswomen out there, when was the last time you watched a Jim Carey or Adam Sandler movie because your husband “convinced” you that it would be good? Guys, when was the last time you watched The Real Housewives of Orange County because your girlfriend said it was quality TV? How about never? When was the […]

You Can’t Coach Heart

By Dave Tear | September 19, 2017

(originally posted September, 2015. Re-posted because it’s good) It’s here! Football season. Finally! Three weeks ago the NCAA opened & two weeks ago, the NFL. A great time of year, for sure. My favorite is the NCAA. ESPN’s College GameDay, Saturday afternoon games, Top 25 showdowns, tailgate parties, the UofM/MSU rivalry & consequential “trash-talking” — […]

10 Reasons why Sales Takes Work!

By Dave Tear | September 5, 2017

Labor Day has been around since the late 1800’s. It honors the American Labor Movement. It’s a Federal Holiday. It’s a day off work (for many people). Yep, it’s a day off work. That’s great (& well deserved) for some sales professionals. Some. Some sales professionals work their butts off. Some manage their time very well. […]

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