What is selling? I believe the true definition of selling is “the transfer of emotions from one person to the other.” People buy emotionally and back up their decision with logic. If that’s the case, then the second question to consider is what’s more important, EQ or IQ? EQ is the emotional quotient and IQ […]
The Benefits of a Robust Sales Pipeline
The science in selling comes down to a pretty straight forward formula. The bigger your pipeline, the better chances of success. A Robust Pipeline = Predictability + Power + Profit. The foundation of building a pipeline is about blocking out the time and being committed to focused prospecting. It’s getting back to the basics. Pause […]
Objection! Leading the Customer
Would lawyers make great salespeople? Well let’s think about it. Are they good at asking questions? Absolutely. Just watch a good trial lawyer ask the witness some questions. They lead them down the path they want while the opposing lawyer interrupts with “objection, leading the witness!” In sales, these questions are called positioning questions. Without […]
Before You Dash to the Demo
The prospect takes a real interest in your company and the potential results your solution offers. You get excited and immediately ask, “Can we schedule a demo so you can see the great capabilities of our system?” They agree! Yet, after the demo, they go silent. Where did all of that interest go? And even […]
Patience is a Virtue in Sales
It’s nearing the end of the fiscal year and you’re $50K away from making your annual sales budget, and yikes there’s only three weeks to go. Do you feel that sense of urgency? You bet! It’s the position most of us have experienced many times. What do you do? Call your best clients looking for […]
It’s the Little Things That Have the Greatest Impact
What would you think of a service that got the little things wrong? Tom Peters made the statement years ago “that coffee stains on airline tray tables indicate poor engine maintenance.” Being a sales coach and speaker, I’ve started to notice those little things that can irritate the client. How about announcing the flight number […]
Relationship Selling with Stu Schlackman | Power Up! with NSA North Texas
Selling is both an art and a science, but more art! Bottom line, people buy from people they like, so likability counts much more than ability! What is a relationship selling expert? What is emotional intelligence all about? Where do most salespeople fall short?
Relationship Selling with Stu Schlackman | Power Up! with NSA North Texas
Welcome to the inaugural episode of Power Up! with NSA North Texas! The National Speakers Association is the premier organization for professional speakers, and their members reach audiences as thought leaders, consultants, motivators, and more! Today on the show, Host and NSA North Texas Chapter President Betti Coffey sits down with Stu Schlackman, the relationship […]
Providing Peace of Mind
Think about a purchase you’ve made that gave you peace of mind. Maybe it was a financial investment, insurance, a new home or maybe a software package that saved you time and money. Peace of mind is what everyone wants. You can’t put a price on it or state the specific benefits, because they’re not […]
How You Buy
It’s known in sales that people buy emotionally and then back their decision with logic. Isn’t it funny though, that when clients have objections, they’re usually logical? Your price is too high. I don’t like the way the contract is worded. The specifications aren’t what I expected. Clients typically consider four criteria when deciding to […]
Your Track Record’s Influence
Your track record is critical when it comes to influencing your clients. But not everyone views them in the same way. The four personality styles are influenced for different reasons. A statistic shows that clients would pay their sales person for their advice only 5% of the time. While over 30% of clients think the […]
