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 the Holidays, I’m a Salesperson… Nobody Wants to See Me. 5 Reasons That is Total B.S.!

By Dave Tear | November 26, 2019

            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 […]

Rejection in Sales: Goes with the Territory

By Dave Tear | November 12, 2019

Did you know that by the time you were 6 years old you heard, saw & lived through 1,000,000 impressions of rejection. 1,000,000 impressions of the word NO. That’s six zeros! You did. Mom, can we go to McDonalds? NO. Dad, can I stay out past the street-lights tonight? Nope. Mom & dad, can I go to the movies […]

Can You Have Too Much Charisma?

By Dave Tear | October 29, 2019

Ever miss out on a deal because you had too much charisma? Doubt it. A better question would be, ever miss 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. It can be revealed only […]

In Sales Throw ‘em a Change Up

By Dave Tear | October 15, 2019

MLB playoffs are in full swing, so let’s talk about change-ups. Prospects are always waiting to crush your sales pitch – so don’t give them one. Change it up. Every salescall you go on can really be an ambush in disguise. Current clients & prospects that you visit know exactly why you are coming – they know […]

Prospecting? Why we talkin’ ‘bout prospecting?

By Dave Tear | October 1, 2019

Most of you will remember the Alan Iverson rant (May 7, 2002) after the Celtics bounced the 76ers from the 1stround of the playoffs. He said the word “practice” 24 ½ times in a 2 minute span. It made Press Conference History. To a hockey guy that was one of the funniest moments ever in […]

Sales is NO PLACE for Shortcuts!

By Dave Tear | September 17, 2019

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, […]

Are You a Cruise Director or a Salesperson?

By Dave Tear | September 3, 2019

Where do “nice guys” usually finish? Yep. Last. What do “nice salespeople” usually do? They chat. They talk about easy subjects. They smile a lot. They say “yes” a lot. Think of that overly-nice salesperson. That constantly up-beat guy, ridiculously positive & over-the-top with his willingness to accommodate. The gal that continuously says YES, smiles […]

The “I’s” DO NOT Have It!

By Dave Tear | August 20, 2019

Do you ever watch an interview on TV & count the times the interviewee says the word “I”? Fun game to play. Worse, do you ever find yourself in a conversation with someone that can’t resist the word? It’s exhausting. This image sums it up pretty nicely. In 2015, the Chicago Blackhawks won the Stanley […]

For the Money

By Dave Tear | August 6, 2019

One of the most important things we do (as Sales Trainers & Coaches) is to determine what motivates our clients. Sometimes that’s easy to do – other times, not so much. The question is an easy one to ask: “Why are you in sales?”  The hard part (for some salespeople) are the answers we have heard: […]

If You Don’t Know Your Prospect’s/Customer’s Process, Good Luck!

By Dave Tear | July 23, 2019

      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 […]