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!

Uncovering Budgets: Having the Money Conversation

By Dave Tear | June 30, 2014

If you have been in sales for longer than a week you have been told,”You have to uncover their budget.” Your director or manager has asked, “How much money are they willing to spend?” “What’s the budget?” “What’s their target price?” “How much money do they have?”  Been there? Of course you have. Question is: […]

Take the Summer Off? You’re not Hockey Players

By Dave Tear | June 5, 2014

How many salespeople in your office say, “I can’t get in touch with her… she’s probably on vacation.” Or “I’ll wait a few days & call him… it’s Friday & he’s probably not in.” Or one of my favorites, “It’s July… the auto industry is shut down this whole month. You know you’ve heard these […]

Referral Business: Easiest to Win – Hardest to Ask For

By Dave Tear | June 3, 2014

Do this: List your 3 favorite clients or customers. Now list the number of referrals that you have gotten from these 3 in the last 12 months. Surprised at such a low number?  It’s not uncommon at all. Why do salespeople fail to get more referrals from their clients & customers? 3 words: They Don’t […]

Closing Problem? Doubt it. Look at Your Opening

By Dave Tear | May 20, 2014

As a sales coach you can imagine the number of times I have heard a VP of Sales say to me “We need help closing more business.” Or a Director of Sales ask, “Can you help us with our closing?”  It’s common. After spending a few minutes with these people it’s clear that they don’t […]

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

By Dave Tear | April 14, 2014

“Don’t Want to Upset a Prospect?  Join the Peace Corps.” Our job in sales is to find problems. Our products & service solve them. We need to find them. Last time I checked finding problems requires us to ask questions. Most salespeople ask the basic questions – the questions that need to be asked (technically). […]

7 Reasons to Keep Prospecting for New Clients During the Holidays

By Dave Tear | December 9, 2013

It’s the Holidays. . . Companies Don’t Want to See Me Let Alone Buy from Me It’s that time of year again. People have been asking for it so here goes… It’s December of 2013 & even though it hurts me to ask… I have to: Do you know salespeople & companies that start to […]

Why Would You Educate Your Prospect to Buy From Your Competitor?

By Dave Tear | September 3, 2013

On This First Day of School the Sales Coach Asks: Why in the World Would You Educate Your Prospect to Buy From Your Competitor? You do it!  It’s true and you know it!  Be honest – it happens all the time. When was the last time you gave your prospect (or current client) all the information […]

Nothing in the pipeline? You’ll fall all over yourself to close the deal!

By Dave Tear | August 20, 2013

Have you ever felt like your ego was crumbling away as you followed up – relentlessly – on a deal that you thought would close weeks ago? You’re not alone. It sounds like this: “Just following up on the information we provided…” or “Call me at your convenience…” or “I wondered if you had time […]

The #1 Sales Myth of All Time: It’s the Holidays… Companies Don’t Want to See Me Let Alone Buy from Me

By Dave Tear | December 11, 2012

The #1 Sales Myth of All Time It’s December of 2012 & even though it hurts me to ask… I have to:  Do you know companies that start to wind things down right about now?  It’s the holidays & since not much happens during the holidays they might as well run on cruise control until […]

The rules have changed in sales

By Dave Tear | August 2, 2012

The rules have changed for Salespeople! Prospects are more educated than they have ever been before. Companies are under more pressure to cut costs than they ever were before. Companies have more over- seas options than they ever had before. Competition is tougher than it has ever been before. What’s it all mean? It means […]