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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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Selling Value

Who’s Your Biggest Competitor

April 14, 2013 By Stu Schlackman

Remember that indifference disappears when you follow these quick rules…

Filed Under: Selling Value

3 Reasons Clients Procrastinate

March 18, 2012 By Stu Schlackman

According to a recent study on issues facing the life insurance industry, 56% of the agents said that their biggest sales problem is client procrastination. And, as you might imagine, this problem is not unique to the insurance industry. Every sales professional feels frustrated when they’re put on hold even after receiving all the buying […]

Filed Under: Selling Value

Is Your Offer Irresistible?

August 29, 2011 By Stu Schlackman

It was a lousy day on the golf course. The 3 wood went everywhere except the fairway and the putter spun out of control. I probably lost 13 strokes between the two clubs. So what would you do? Get rid of the clubs? Surely it can’t be me, so it must certainly be the club. […]

Filed Under: Selling Value

What Will It Take To Earn Your Business?

October 4, 2010 By Stu Schlackman

These are probably the 8 worst words a sales professional can ask to win the customer’s business. It’s almost like asking, what would it take for you to marry me? If you have to ask this question, you haven’t set the right expectations or developed a trusting relationship with the customer. You don’t yet know […]

Filed Under: Selling Value

Is Your Value Proposition Compelling

May 16, 2010 By Stu Schlackman

What makes a value proposition compelling? Does it set you apart from your competitors? Is it unique to your market? As Jack Trout says, “Differentiate or Die.” A value proposition should be a clear and concise series of factual statements that show the tangible results of your products and services. It must be targeted to […]

Filed Under: Selling Value

Is Your Value Irresistible

May 16, 2010 By Stu Schlackman

How can our products and services become irresistible in the eyes of our prospects and customers? It seems as though we are in a new day and age of selling where the mantra of the customer is, “don’t call me, I’ll call you”! Have you noticed that too? They get back to you when they […]

Filed Under: Selling Value

3 Components of Customer Value

March 1, 2010 By Stu Schlackman

How does the prospect view your solution? Will they buy now or decide to wait? Is there a sense of urgency on their part to make a decision? My favorite saying is, “If you can’t price your value, all you can price is your cost.” If that’s the case, the customer will more likely view […]

Filed Under: Selling Value

Positioning Customer Value

June 26, 2009 By Stu Schlackman

Do your customers focus on the cost of your products and services or the value you provide? A few years ago I needed to get a new lawnmower. As my son Bryan was growing up, I decided to take him along to help; after all, he now had time behind a lawnmower and expected plenty […]

Filed Under: Selling Value

Leveraging Perceived Value For Sales Success

February 1, 2008 By Stu Schlackman

In our earlier notes we showed that by understanding the differences between personality styles, our chance of building a strong relationship goes way up. By looking at key characteristics we can “type” our customer or co-worker’s style. We use colors as mnemonics to remember these distinct personality styles. People buy only when they see value. […]

Filed Under: Selling Value

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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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