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Stu Schlackman

The Relationship Selling Expert - Building High-Performance Teams

Stu Schlackman

Speaker | Author | Coach

Relationship Selling and Personality Style Expert

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Personality Styles

New Book: The Relationship Selling Secret

May 5, 2022 By Stu Schlackman

I have exciting news! My new book, “The Relationship Selling Secret: The Sales Leader’s Guide to Empowering Your Team to Increase Their Influence and Generate More Profitable Connections” has just been released and is now available on Amazon. The book is specifically written for sales leaders to help them build powerful and profitable sales organizations. […]

Filed Under: Personality Styles

How Can You Motivate your Team?

December 2, 2021 By Stu Schlackman

Motivation is critical to a salesperson’s success. And it needs to be intrinsic (driven internally by the person) and not extrinsic, which is driven by external forces, such as the sales manager. Sales leaders can dangle a carrot as an incentive to perform or use a stick as a penalty for not performing. Extrinsic motivation […]

Filed Under: Personality Styles, Sales Coaching

What about Training for the Manager?

September 2, 2021 By Stu Schlackman

I talked last month about the importance of coaching, but I’d like to go further. I believe one of the areas of sales training that doesn’t get as much attention as needed is training for sales managers. It is very common in the sales profession to reward those people that do well by promoting them […]

Filed Under: Personality Styles, Sales Coaching

Using Dialogue to Build Relationships

February 4, 2021 By Stu Schlackman

Building a relationship with a prospect or customer is a prerequisite to successful selling. I believe that creating a genuine dialogue at the beginning of the sales call is critical to making that happen because it’s all about making a genuine connection. It’s focusing on their needs and interests not yours. At this point you […]

Filed Under: Communication Skills, Personality Styles

How to Coach your Sales Team

September 2, 2020 By Stu Schlackman

Coaching your salespeople is never successful with cookie cutter techniques. Yes, you can ask an array of standard questions for each person, but the interaction and the way you go about connecting effectively with your people is directly related to their personality style. Your goal as the manager should be to build trust, open communication […]

Filed Under: Personality Styles, Relationship Selling

Understanding Your Sales Leadership Competencies

July 2, 2020 By Stu Schlackman

Sales leaders have different views of what leadership looks like depending on their personality style. What each style values in leadership will help them understand where they need improvement. As I’m sure you know, a great salesperson does not necessarily make a great sales leader. How many of you have worked for someone who fits […]

Filed Under: Personality Styles

Should I Sit Back and Wait?

June 2, 2020 By Stu Schlackman

Should I sit back and wait? You’re making calls to build your pipeline as we all persevere through the COVID-19 pandemic. Yet what your prospects are telling you, “we’re re-evaluating our business right now due to the pandemic. Why don’t you touch base with us in about six months?” Does this sound familiar as it’s […]

Filed Under: Personality Styles, Sales Strategy

Selling in a Crisis

May 6, 2020 By Stu Schlackman

With the spread of the COVID-19 virus worldwide, world economies have been crushed. Many businesses have closed, some permanently and others temporarily, and companies have furloughed millions of people. One of our favorite restaurants in Addison, Chamberlain’s Fish Market is closed. Yes, you can say it’s depressing. We don’t know when or if it will […]

Filed Under: Personality Styles

The Scarcity Effect

April 2, 2020 By Stu Schlackman

It’s a very difficult time for our country and the world with the COVID-19 virus. I would never have thought of going to the store as soon as I could to buy as much toilet paper as possible. Now that we are approaching a month of sheltering in place, I would think that the stock […]

Filed Under: Personality Styles

Is Your Price Too High”

March 3, 2020 By Stu Schlackman

How many times have you heard, “Your price is too high?” If you’re like me, too many. When the prospect questions your value their only response is, “It’s not worth it”. They may even say, “If you can lower your price, maybe I’ll buy”. But what’s really going on when they protest your pricing? You […]

Filed Under: Personality Styles

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Recent Articles

  • Competencies Sales Leaders Must Master – Part Two
  • Competencies Sales Leaders Must Master – Part 1
  • New Book: The Relationship Selling Secret
  • How to Ask Insightful Questions
  • How to Manage Objections
  • How Your Prospects and Clients Define Value
  • Training Your Sales Team

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