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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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Relationship Selling

Relationship Selling with Stu Schlackman | Power Up! with NSA North Texas

June 27, 2019 By Stu Schlackman

Welcome to the inaugural episode of Power Up! with NSA North Texas! The National Speakers Association is the premier organization for professional speakers, and their members reach audiences as thought leaders, consultants, motivators, and more! Today on the show, Host and NSA North Texas Chapter President Betti Coffey sits down with Stu Schlackman, the relationship […]

Filed Under: Podcasts, Relationship Selling

Building Client Trust

June 5, 2018 By Stu Schlackman

Have you ever had an experience with a sales person where you liked the product, wanted to make the commitment, but just didn’t feel right about it? It’s something most of us experience at one time or another. Everything lines up, but you’re just not sure about the sales person, and whether they have your […]

Filed Under: Relationship Selling

Clients or Customers?

December 15, 2017 By Stu Schlackman

What do you call the people that do business with you? Are they clients or customers? I believe there’s a significant difference. For example, how would you categorize someone that shops at Wal-Mart. They come to make a purchase – it’s a transaction. Now think about your CPA or lawyer.What do you think they call […]

Filed Under: Relationship Selling

Three Components of Relationship Selling

August 15, 2016 By Stu Schlackman

One of the biggest mistakes I made in my sales career was assuming that what was important to me was equally important to my customer. I met a prospect in Birmingham, Alabama that wanted a presentation on why our computers were superior to our competitors. I decided to focus on what I considered our unique […]

Filed Under: Relationship Selling

The Customer’s #1 Reason to Invest With You

March 10, 2016 By Stu Schlackman

The Customer's #1 Reason to Invest With You

“The worst thing a sales person can do is start listing all the features and functions of their solution. You have no clue yet as to whether or not…”

Filed Under: Relationship Selling

Selling on Trust

August 20, 2012 By Stu Schlackman

Stephen Covey is known for his important and best-selling books starting with his 1st best seller “The 7 Habits of Highly Effective People”. As most of you know Stephen passed away last month, but his legacy lives on in more ways than one. His son Stephen M.R. Covey has become a respected author too, releasing […]

Filed Under: Relationship Selling

Relationships Trump Everything in Sales

December 20, 2011 By Stu Schlackman

Many moons ago I was competing for a large computer sale against IBM. This sale was ours to lose and we didn’t plan on losing. Our price was lower, our technology was superior, the service levels were better and there would never be any additional fees for upgrading to a larger system. Yet, we lost! […]

Filed Under: Relationship Selling

Why Customers Hate To Be Sold

September 1, 2011 By Stu Schlackman

You’ve heard it many times- customers hate to be sold, but they love to buy. Why is that? Think about it, don’t you despise people telling you what to do or giving you their opinion on what they think you should do? Are you happy or mad when a friend tells you what’s wrong with […]

Filed Under: Relationship Selling

The 3 Laws of Relationship Selling

March 7, 2011 By Stu Schlackman

Here’s an oxymoron – if you want to be successful in the world of sales, stop selling! You don’t need to convince the prospect to do business with you; they must convince themselves that you are the person they prefer to buy from. Prospects and customers don’t just buy the products and services they need, […]

Filed Under: Relationship Selling

What Do Customers Really Want-Really!

September 3, 2010 By Stu Schlackman

In the world of professional sales, we’ve all heard it before: sell the customer value; deliver great service. Sell benefits, not features. Handle objections and differentiate yourself from the competition. Close early and often and ask the critical questions. Blah, blah, blah and the beat goes on. So what do customers really want, really? Everyone […]

Filed Under: Relationship Selling

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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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