Categories
Stu Schlackman

Three Questions that Capture Your Customer’s Attention

By Stu Schlackman You may be asking yourself, “Why didn’t I get the follow-up meeting with that recent prospect?” You asked all the right questions and got the answers you needed to qualify them. You had their budget, knew their goals and needs, and their timeframe to make the decision. You knew who the decision […]

Categories
Stu Schlackman

Is Procrastination Good for Sales People?

By Stu Schlackman Remember those good ole days back in college when you knew you had finals lurking just a couple of weeks away and you committed to study a little bit each night? You promised to be disciplined and not wait to cram everything in at the last minute. And what happened? Sure enough, […]

Categories
Stu Schlackman

The Color Wheel of Relationship Selling

By Stu Schlackman Greg graduated sales school at the top of his class and was eager to start his new career in Tennessee. His strength was his ability to connect with people, and much was expected from his sales manager. He met with a prospect in Birmingham, Alabama that wanted a presentation on why his […]