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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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Your Track Record’s Influence

March 28, 2019 By Stu Schlackman

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 […]

Filed Under: Personality Styles, Psychology of Selling

How Personality Can Impact Your Sales Calls

March 1, 2019 By Stu Schlackman

You meet a prospect for the first time, and open the call by asking, “Did you have a nice weekend?” Their response?  “What’s the purpose for this meeting?” So much for the small talk. What goes through your mind? Maybe, I’d like to get out of this appointment as soon as I can. And how […]

Filed Under: Personality Styles

Getting Out of Your Comfort Zone

September 5, 2018 By Stu Schlackman

You’re on a sales call and the prospect says take a seat. You thank her and immediately ask how her weekend was. Her response; what can I do for you today? You want small talk and she wants to get right down to business. Typically, not the way you like to start a sales call. […]

Filed Under: Personality Styles

Are You Connecting with Your Customer?

April 13, 2016 By Stu Schlackman

Are You Connecting With Your Customers?

“When we adjust our approach for the different personalities, we have a much stronger chance of…”

Filed Under: Personality Styles

What is Most Important to You?

January 7, 2016 By Stu Schlackman

“How a person behaves and reacts to you gives further indications of their…”

Filed Under: Personality Styles

What’s Wrong With This Customer?

December 8, 2015 By Stu Schlackman

Wha's Wrong With This Customer?

“To connect with a customer or prospect, we need to consider their…”

Filed Under: Personality Styles

What is Selling, Really?

April 7, 2015 By Stu Schlackman

What is Selling, REALLY?

…one of the seasoned sales guys invited me to lunch. He then posed a question I had never considered…

Filed Under: Personality Styles

Do Extraverts Make Better Sales People?

August 14, 2013 By Stu Schlackman

If you look at the approach of each of these there is a stark difference how they interact with customers…

Filed Under: Personality Styles

Sales is a Competitive Sport

May 14, 2013 By Stu Schlackman

Why do you love selling? What is it that gets you fired up on Monday morning to get out there and visit with your prospects or customers?

Filed Under: Personality Styles

The Best Sales Person in Good Times and Bad

October 16, 2012 By Stu Schlackman

This month, I’d like to synthesize for you the book, The Challenger Sale by Matthew Dixon and Brent Adamson. Many people think that the best sales person is the one who builds the strongest relationships. However, according to the authors, that’s not exactly true. Their book describes 5 types of sales professionals: The Hard Worker, […]

Filed Under: Personality Styles

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