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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

How to Create Customer Urgency

February 4, 2020 By Stu Schlackman

Have you ever been here? It’s the end of the year and you have several customers straddling the fence on committing to buy. You know that the good ole end of year “only” discount strategy can certainly be approved, but is there a better approach? Does the customer truly see the value in your solution? […]

Filed Under: Personality Styles, Sales Strategy

Rekindling Customer Loyalty

January 2, 2020 By Stu Schlackman

I’m sure you’ve experienced an incident like this before. You work with a service company and at one point they disappoint you. You decide to try another service provider (let’s say a car maintenance service) based on a friend’s recommendation and now you are loyal to the new provider. Goodbye to the old; they’ve let […]

Filed Under: Personality Styles

Patience is a Virtue in Sales

August 1, 2019 By Stu Schlackman

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 […]

Filed Under: Personality Styles

Providing Peace of Mind

June 3, 2019 By Stu Schlackman

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 […]

Filed Under: Personality Styles

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

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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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