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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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Differentiating from the Competition

February 6, 2019 By Stu Schlackman

When you’re ready to purchase a new product, how do you decide what to buy? What are the top criteria you consider in evaluating the best solution? I think you would agree most of us are looking for a great price. That’s why when you see car and truck commercials on TV, they are usually […]

Filed Under: Selling Value

Three Questions That Position Your Value

October 3, 2018 By Stu Schlackman

The sales person immediately went into their presentation showing the uniqueness of their new software application. The presentation took thirty minutes and as I was about to ask a question, he mentioned that he only had four more slides to get through. Really! Were his slides more important than my question? Did he have any […]

Filed Under: Selling Value

What Clients Expect

March 1, 2018 By Stu Schlackman

What Client’s Expect Today selling is more competitive than ever. Clients are more knowledgeable; your competition is more astute at articulating their advantage; and technology changes occur so quickly that no one holds a long-term advantage. Staying current with your clients is imperative. Imagine visiting a client for your scheduled monthly meeting when they share […]

Filed Under: Selling Value

3 Ways to Overcome Price Objections

August 15, 2017 By Stu Schlackman

You sit down with your customer to see what they think of your proposal. You’re proposing golf shirts for the company with their logo placed on the sleeve. The customer lets you know that your price is too high. In fact, she says, “It’s not even close.” She then lets you know that if you […]

Filed Under: Selling Value

Your Competitor’s Best Foot in the Door!

May 15, 2017 By Stu Schlackman

The prospect likes your proposal. You feel good. They’re leaning your way and say they’ll get back with you on Monday with their decision. Sounds promising, yet you wonder, “Why the wait? Am I missing something?” They ask you to come in Monday at 3pm. You get there, take a seat and they inform you that […]

Filed Under: Selling Value

The Customer’s #1 Priority

October 15, 2014 By Stu Schlackman

Customers#1Priority

The next time you tell the prospect what value your products and services provide, make sure you first …

Filed Under: Selling Value

What Do You Sell?

August 15, 2014 By Stu Schlackman

What Do You Sell?

Do customers really want what you sell? Do they want you, your company or …

Filed Under: Selling Value

What Are You Really Selling?

March 11, 2014 By Stu Schlackman

What Are You REALLY Selling?

… Bingo! His response gave us the opportunity to position the real value of our company…

Filed Under: Selling Value

Price or Value?

December 4, 2013 By Stu Schlackman

…The customer then says we need to compare apples to apples. But is that possible?…

Filed Under: Selling Value

Selling With Clarity

September 3, 2013 By Stu Schlackman

If you’ve been in sales for long, you have no doubt run into the customer that asks, “why is your price so much more than you competitors”?…

Filed Under: Selling Value

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