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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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Prospecting

What’s Really Going On?

January 15, 2017 By Stu Schlackman

Jim had an appointment with a new prospect who called him out of the blue. The prospect wasn’t even on his target list…isn’t that the dream of every sales person? During the one hour meeting, the customer articulated exactly what their problems were and the solution they were looking to purchase. The budget was there; the […]

Filed Under: Prospecting

What’s Your Competitive Advantage?

December 15, 2016 By Stu Schlackman

Why should I buy from you instead of a competitor? What makes your company different? These are very common questions that many prospects ask. The typical responses are: “Our service is the best in the industry”,  “We have great technology”,  “We’re state of the art when it comes to innovation”, etc. To which many customers […]

Filed Under: Prospecting

The TED Way – TED Talks for Sales Professionals

June 27, 2016 By Stu Schlackman

TED Talks for Sales Professionals

“…“Knowledge can’t be pushed into the brain. It has to be…”

Filed Under: Prospecting

Is Procrastination Good for Sales People?

June 27, 2016 By Stu Schlackman

Is Procrastination Good for Sales People?

“…The next time you’re down to the last minute in preparing for a customer, realize there might be a…”

Filed Under: Prospecting

Do I REALLY Have to Prospect?

February 9, 2016 By Stu Schlackman

Do I Really Have to Prospect?

Blount says, “It is not the “cold” call that is hard; it is the…

Filed Under: Prospecting

3 Tips for Finding New Clients

April 28, 2012 By Stu Schlackman

It was back many years ago and my first day on the job in my new sales career. Nervous? Absolutely! I was driving up to the Knoxville office of the old Digital Equipment Corporation where I spent 15 years of my career. I had just completed the Internal Sales Development Program and was excited to […]

Filed Under: Prospecting

Selling the Invisible

December 20, 2011 By Stu Schlackman

Many years ago I worked for a company that at the time was believed to be one of the best computer companies in the world- Digital Equipment Corporation. In the mid-80’s we were growing by leaps and bounds even though one of our products lines was not selling as planned. We soon realized that our […]

Filed Under: Prospecting

3 Ways to Peak your Prospect’s Interest

September 29, 2011 By Stu Schlackman

Getting a prospect’s attention these days is quite challenging. Prospects are bombarded every day with calls, emails, direct mail and social media for meeting requests to consider your products and services. In fact, most business executives are estimated to receive an average of 200 communications EVERY day. How can you effectively alleviate the barrier of […]

Filed Under: Prospecting

Overcoming the “Sales Rut”

July 7, 2011 By Stu Schlackman

Its summer time and your prospects are telling you to give them a call in the fall. “Summer is busy, budgets are in review and with the vacation schedule ramping up, we’ll “see you in September”- as they say. Sound familiar? You thought things were moving along nicely, your pipeline of opportunities was filling up, […]

Filed Under: Prospecting

Questions That Customers Pay Attention To

May 2, 2011 By Stu Schlackman

You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect”? You asked all the right questions and got the answers you needed to qualify them. You have their budget, their goals and needs, their timing to make the decision, who will decide, and of course you know your competitors […]

Filed Under: Prospecting, Sales Strategy

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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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