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!

Rest on Your Laurels? Not in 2019

By Dave Tear | July 9, 2019

When things are going well. Your clients & customers are happy, everything is on auto pilot, that’s great. The sale has been made & the orders are coming in. Ahhh, time to relax, right? If only it were that easy. In the sales world, it’s never that easy – never time to relax. Matter of […]

Motivation: Don’t Wait for your Boss to Do It

By Dave Tear | June 25, 2019

Could Zig Ziglar have said it any better? Not a chance. He nailed it with this one. Maybe he could have said “showering” instead of bathing (who takes baths anymore)? Still a great quote. Daily. Key word there. Motivation is a daily chore. Like house chores. Take a day off from motivation & your house […]

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

By Dave Tear | June 11, 2019

The title says it all! How many times have you met with your prospect (engineering, quality, purchasing, etc.) spent hours crafting a perfect solution, spent even more hours preparing a detailed quote, met with them again, submitted the quote, followed up, & then… nothing. They go radio silent. You know radio silent: that period during […]

Don’t Be “That Guy or Gal”

By Dave Tear | May 28, 2019

It’s interesting what you talk about when clients call for “Help Desk” Sales Coaching (as we refer to it). Talked to Gary, a client-turned-friend, a few days ago, & he had a zinger. A great idea that could help everyone reading this blog. Now, don’t stop reading because Gary happens to be in the insurance […]

The “Real Lessons” in These Sales Movies

By Dave Tear | May 14, 2019

A couple of classics, no doubt! Tommy Boy, the all-out goofy comedy, keeps you laughing from start to finish (what movie starring Chris Farley doesn’t?) Glengarry Glen Ross takes you on a different kind of ride. Star-studded for sure, this dark drama draws you in & has you feeling for all of the characters in […]

Why Do They String Us Along?

By Dave Tear | April 30, 2019

Charlie Sheen made a name for himself a few years ago when he went on TV, radio & social media, whenever he could, shouting the word, WINNING! Everyone remembers it. It got tiring. Almost as tiring as what your prospects & customers do to you. They make you think (& sometimes even say)…WAITING! This is […]

Why Do We Give It All Away?

By Dave Tear | April 16, 2019

It was introduction time at a client meeting on the West Coast, mid-February. The Executive Vice President was introducing me to the staff at the beginning of a two-day training program. He had been through the Sales Coaches’ Corner training & coaching, so he had a good idea how to speak to his team – […]

Sports & Sales: Same Game

By Dave Tear | April 2, 2019

It’s NCAA  Final Four week. Baseball has started & the NHL & NBA Playoffs are right around the corner. How timely! Athletes will be in action for sure! Can’t tell you how many clients we have that make it a point, & go out of their way, to hire athletes for their sales teams. If […]

Got a Closing Problem? Doubt it. Look at your Opening

By Dave Tear | March 19, 2019

As sales trainers & coaches you can imagine the number of times we hear a VP of Sales say, “We need help Closing more business.” Or a Director of Sales asks, “Can you help us with our closing?”  It’s common. In the words of Arnold in Kindergarten Cop, “IT’S NOT A CLOSING PROBLEM!” After spending […]

Top 10 Things Salespeople Say They Can’t Do – says them. . .

By Dave Tear | March 5, 2019

Most of you have seen or heard the famous quote from Henry Ford: Whether you think you can or you can’t, you’re right. It’s a doozy! Once you think it through it makes all the sense in the world. “That’s right! I can do anything I put my mind to. I got this!” It’s good. […]