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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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Psychology of Selling

The Benefits of a Robust Sales Pipeline

November 5, 2019 By Stu Schlackman

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 […]

Filed Under: Psychology of Selling, Sales Strategy

Before You Dash to the Demo

September 3, 2019 By Stu Schlackman

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 […]

Filed Under: Psychology of Selling

How You Buy

May 2, 2019 By Stu Schlackman

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 […]

Filed Under: Psychology of Selling, Sales Strategy

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

The Art in Sales

October 15, 2017 By Stu Schlackman

Sales is both art and science. Science resides in the left brain, which houses process, technique and methodology. Art resides in the right brain, which has the emotional connections, relationships and the energy of possibility. Our left brain is objective and searches for the tangibles, while the right brain looks for the intangibles and tends […]

Filed Under: Psychology of Selling

Clarity Depends on Contrast

November 4, 2015 By Stu Schlackman

Clarity Depends on Contrast

“clarity on how to think without clarity on how to act can leave people …”

Filed Under: Emotional Intelligence, Psychology of Selling

How do Customer’s Make Decisions?

July 21, 2015 By Stu Schlackman

How do Customer’s Make Decisions?

…“The most popular theory frames decision-making in epic terms, as a…”

Filed Under: Psychology of Selling

What Customers REALLY Want

March 12, 2015 By Stu Schlackman

What Customers REALLY Want

…“I’m selling drills, therefore my customers are buying drills.” Wrong! They are buying …

Filed Under: Psychology of Selling

Habits Are Powerful!

May 24, 2014 By Stu Schlackman

“… habits can be changed when we know how they work.”

Filed Under: Psychology of Selling

In Sales… It’s Not About YOU!

April 9, 2014 By Stu Schlackman

It's Not About YOU!

Have you ever had a sales call turn out differently than you expected?

Filed Under: Communication Skills, Psychology of Selling

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Recent Articles

  • New Book: The Relationship Selling Secret
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  • How to Manage Objections
  • How Your Prospects and Clients Define Value
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