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!

5 Ways to Ask the Budget Question in Sales

By Dave Tear | July 4, 2022

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 […]

If They’re Not Talking, They’re Not Buying

By Dave Tear | June 24, 2022

The title says it all! In the field of communications, radio silence refers to a period or condition when radios are not transmitting.    In military operations, radio silence is usually a command issued from above, as out of fear that an enemy might intercept a signal. And maritime radio operators, for example, might follow a directive of radio […]

7 Things You Can Do to Become a Better Listener

By Dave Tear | June 6, 2022

Most people are just naturally poor listeners.  They are distracted, worried about what they are going to say or flat out bored.  Others (a select few), have perfected the knack of being attentive & actively participate in listening. You know who they are – they’re the ones you go to when you need to get […]

12 Things Superstar Salespeople Don’t Do

By Dave Tear | May 23, 2022

Salespeople (the remarkably successful ones) build mental toughness (mental muscles) the same way they build physical muscles – exercise. Good habits (like cardio & lifting weights) will help you grow stronger. But, giving up the bad habits (eating too much, sitting on the couch, etc.) is key if you really want to make progress. It only […]

Price Increases. Time to Increase my Customer’s Price, Again!

By Dave Tear | May 10, 2022

It’s inevitable. In 2022, businesses in almost every industry see the need to increase prices. This is happening for a number of reasons, including: An increase in the money supply A decrease in the production of goods & services An increase in global demand for goods and services It’s called inflation & it is ON! […]

Selling to DIVAS (aka: Know-it-Alls)

By Dave Tear | April 25, 2022

They’re out there. Everywhere you go you’ll run into someone who thinks they know more than you do on any number of subjects. It’s our society these days. Blame it on Reality TV if you like. The News certainly perpetuates this. Fact is, if you’re in sales, you must find a way to deal with […]

You’re Too Nice!

By Dave Tear | April 11, 2022

5 Times You are Acting too Nice in sales Who wasn’t raised to “Be nice to people?” Growing up, how many times did you hear, “Don’t do that, you be nice to your brother or sister?” Your mom or dad often said, “That’s not nice, say you’re sorry.” That’s just good rearing. The kind of […]

If you Say You’re Gonna do it, do it!

By Dave Tear | March 28, 2022

If we had a nickel for every time someone said to us, “My salesperson never got back to me”, or “The salesperson’s follow up was terrible”, or “I can’t find or get in touch with my salesperson”, we’d have a stack up to the ceiling.  It’s pretty sad. Scenario: You’ve got a prospect or current […]

Do You Have Any Idea How Good You Really Are?

By Dave Tear | March 14, 2022

Very good is the answer for most people – salespeople included Yes, we all know the narcissist. The self-centered, arrogant egomaniac. Always the smartest person in the room. It’s all about him or all about her. You know, the people that really aren’t even close to being as good as they think they are. But […]

In Sales, Throw ‘em a Changeup

By Dave Tear | February 28, 2022

MLB is in a lockout. Spring Training has been delayed. So, let’s talk about changeup Not the kind the pitchers throw. In sales, prospects are always waiting to crush your sales pitch – so don’t give them one. Change it up. Every sales call you go on can really be an ambush in disguise. Current clients & […]