Stu Schlackman

The Relationship Selling Expert - Building High-Performance Teams

Stu Schlackman

Speaker | Author | Coach

Relationship Selling and Personality Style Expert

Psychology of Selling

The Benefits of a Robust Sales Pipeline

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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 […]

Before You Dash to the Demo

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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 […]

How You Buy

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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 […]

Your Track Record’s Influence

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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 […]

The Art in Sales

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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 […]