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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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Sales Coaching

How Your Prospects and Clients Define Value

February 2, 2022 By Stu Schlackman

What do I mean by value? Value depends on what your customer is trying to achieve. It’s our responsibility, as sales professionals, to discover what value means to each customer. One tried and true formula I have using for years is Value = Benefits – Costs. If you can’t price your value, all the customer […]

Filed Under: Sales Coaching

Training Your Sales Team

January 11, 2022 By Stu Schlackman

I believe the number one responsibility of every sales leader is to help their salespeople reach their potential. The success of every sales leader is measured by the success of the people on their team. No sales leader is successful on their own. It takes the success of the individuals on the team to achieve […]

Filed Under: Sales Coaching

How Can You Motivate your Team?

December 2, 2021 By Stu Schlackman

Motivation is critical to a salesperson’s success. And it needs to be intrinsic (driven internally by the person) and not extrinsic, which is driven by external forces, such as the sales manager. Sales leaders can dangle a carrot as an incentive to perform or use a stick as a penalty for not performing. Extrinsic motivation […]

Filed Under: Personality Styles, Sales Coaching

What about Training for the Manager?

September 2, 2021 By Stu Schlackman

I talked last month about the importance of coaching, but I’d like to go further. I believe one of the areas of sales training that doesn’t get as much attention as needed is training for sales managers. It is very common in the sales profession to reward those people that do well by promoting them […]

Filed Under: Personality Styles, Sales Coaching

How Effective is Your Coaching?

August 3, 2021 By Stu Schlackman

As a sales leader, the most important responsibility you have to your salespeople is to support and encourage their growth and success. If they’re not successful and hitting their goals, neither will you, and I’m guessing that as a leader, you are keenly interested in both. To have the most impact on your team’s success, […]

Filed Under: Sales Coaching

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  • Communication Skills
  • Emotional Intelligence
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  • Objections
  • Personality Styles
  • Podcasts
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Recent Articles

  • 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
  • How Can You Motivate your Team?
  • How is Relationship Selling Different from Transactional Selling?

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