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!

Stop Trying to Sell Tums to People without Heartburn

By Dave Tear | July 21, 2020

Yes, the title sounds silly. It certainly won’t make sense until you’ve read the entire blog – so, looks like we’ve got you hooked. Let’s set the stage: Kevin the Salesperson has a giant bowl filled with every flavor of Tums ever invented (all in individually wrapped packages). He’s in a large room filled with […]

People Buy from People they are Comfortable With

By Dave Tear | July 7, 2020

A common thing to say in sales is, “People buy from people they like.” True. Another over-used phrase: “People buy from people they trust.” Can’t argue that. Like & trust are important things to strive for in sales. Good end game goals. But you don’t start there. You start by helping people become comfortable with […]

Stops & Starts

By Dave Tear | June 23, 2020

Tired of reading long & boring blogs? Paragraph after paragraph… feels like homework! Today’s your day. Check out these lists: Stops & Starts. Salespeople please STOP: Talking so much Leaning on canned company powerpoint presentations Saying “Just following up…” or “Just touching base…” Talking to Carl the Clerk (who can’t make a decision to save […]

Sales is a Game of Inches

By Dave Tear | June 9, 2020

Where have all the “lay-downs” gone? You know a lay-down – the easiest sale you have ever made. It takes no work. A customer or prospect called or emailed & practically said, take my money, we need help! Have you had your lay down yet this year? If you did congrats – if not you […]

Serious Question, Sales Pros: Would You Buy from You?

By Dave Tear | May 26, 2020

Might seem like an odd question to ask yourself: Would you buy from you? Pretty odd. Most salespeople will answer (without thinking), “Of course I would.” “Why wouldn’t I?” “Sure would… I’m good… really good.” It’s natural. What salesperson, who makes her living selling, is going to admit that she wouldn’t even buy from herself? […]

It’s ALL MENTAL!

By Dave Tear | May 12, 2020

Yogi Berra is known for whacky sayings & quotes that make you say, huh? He had a lot of them. His best? Hands down it has to be, Baseball is 90% mental, & the other half is physical. What’s so great about that quote? It applies to EVERYTHING! It applies to every sport from baseball […]

Charisma! A Great Quality To Have

By Dave Tear | April 28, 2020

  Have you ever missed out on a deal because you had too much charisma? Doubt it A better question would be, have you ever missed out on one because you lacked charisma? Much more likely. What is Charisma? Charisma is the ability to influence others positively by connecting with them physically, emotionally or intellectually.  […]

Sales: What They Don’t Teach You in School

By Dave Tear | April 14, 2020

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 other than sales that experience this “school” every single day – […]

If I Could Be Gutsier in Sales!

By Dave Tear | March 31, 2020

Spend a few decades training & coaching salespeople & you see patterns develop. One that rings loudly is the tendency for some to take the easy way out, to not go for it. As a mentor of mine used to say, to Wimp Out. With that in mind let’s talk a little about guts. A […]

Hope is Not a Strategy for Selling (& Neither is Luck)

By Dave Tear | March 17, 2020

What a great day! For this lad that hails from the Isle of Man (great, great grandparents on dad’s side) it sure is fun. Until the millennium, St. Patrick’s Day was never a big deal in Ireland. The whole fuss surrounding today was invented by ex-patriots around the world looking for an excuse to celebrate their Irish roots, not that […]

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