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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 Strategy

How to be a Successful Sales Consultant

April 2, 2021 By Stu Schlackman

What is the role of a sales consultant? There are two types. Later we’ll talk about when and why you should hire a sales consultant to help you improve your sales operation. But today we’ll talk about the salesperson, sales representative or sales consultant. Let me give you an example of a great sales consultant. […]

Filed Under: Relationship Selling, Sales Strategy

Four Sales Training Tips to Use Again and Again

October 5, 2020 By Stu Schlackman

Sales training is critical to your sales team’s success. Yet specific training is typically forgotten in less than a month and less than 20% is ever utilized. Why is that? Aren’t these skills critical for your team’s success? Sales training is like learning a foreign language. You can take French online through a company like […]

Filed Under: Relationship Selling, Sales Strategy

Should I Sit Back and Wait?

June 2, 2020 By Stu Schlackman

Should I sit back and wait? You’re making calls to build your pipeline as we all persevere through the COVID-19 pandemic. Yet what your prospects are telling you, “we’re re-evaluating our business right now due to the pandemic. Why don’t you touch base with us in about six months?” Does this sound familiar as it’s […]

Filed Under: Personality Styles, Sales Strategy

How to Create Customer Urgency

February 4, 2020 By Stu Schlackman

Have you ever been here? It’s the end of the year and you have several customers straddling the fence on committing to buy. You know that the good ole end of year “only” discount strategy can certainly be approved, but is there a better approach? Does the customer truly see the value in your solution? […]

Filed Under: Personality Styles, Sales Strategy

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

Objection! Leading the Customer

October 2, 2019 By Stu Schlackman

Would lawyers make great salespeople? Well let’s think about it. Are they good at asking questions? Absolutely. Just watch a good trial lawyer ask the witness some questions. They lead them down the path they want while the opposing lawyer interrupts with “objection, leading the witness!” In sales, these questions are called positioning questions. Without […]

Filed Under: Sales Strategy

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

Simplicity Supports Clarity

January 3, 2019 By Stu Schlackman

Have you ever researched a new purchase only to find that there were too many options? What did you do? Sometimes people delay the purchase completely. Or they ask a friend for a referral or even let the product reviews help them decide.  If you find the right company or product, you might run into another […]

Filed Under: Sales Strategy

Procrastinate Your Way to Increased Productivity

October 24, 2018 By Stu Schlackman

Taking the time to brainstorm and let ideas simmer can result in creative approaches with clients. Remember back in college when you knew you had finals lurking just a couple of weeks away and you committed to studying a little bit each night? You promised to be disciplined and not wait to cram everything in at the last minute. And what […]

Filed Under: Sales Strategy

Sales is Not Linear

April 5, 2018 By Stu Schlackman

Sales training has always emphasized what I would call the typical “Sales Cycle” – discovery, needs, qualification, solution, presentation and commitment. Many follow this methodology, but it’s missing a vital piece – timing! Where is the business in the pipeline and when will we get the commitment – that’s what we want to know. Yet […]

Filed Under: Sales Strategy

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Recent Articles

  • How to be a Successful Sales Consultant
  • Building a Sales Team
  • Using Dialogue to Build Relationships
  • Effective Sales Coaching, Virtually
  • Sales Training Topics: Going Virtual
  • The Value of Sales Coaching
  • Four Sales Training Tips to Use Again and Again

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