He provides customized training and consulting to sales teams by focusing on the skills and strategies that will improve customer loyalty and increase revenues.
Before starting his own company, Schlackman was instrumental in increasing revenue and growing the client base of large corporations such as Capgemini, EDS, and the former Digital Equipment Corporation. His sales training initiatives led his sales teams to exceed sales projections by an average of more than 30% percent annually.
Today, Schlackman uses his “Four People You Should Know” Personality Perspectives Process to help companies build high performance teams and increase sales through understanding the four different personality styles. Knowing client personalities helps sales professionals close business by understanding why they make decisions. The four keys to the process help anyone understand how others make decisions, prefer to communicate, what they value and what motivates them.
Schlackman imparts wisdom, technique, and practical advice for corporate executives, sales professionals, corporate trainers, and others who have the desire to compete and win in business and life.
Each month, Stu writes an article covering an aspect of sales. His uncanny ability to get right to the point of what can make the difference in your sales is real and actionable based on his 33 plus years of sales experience.
Schlackman holds a Mechanical Engineering degree from Rensselaer Polytechnic Institute and a Master of Business Administration from Kennedy Western University. He has been a teacher and mentor in the business division of Dallas Christian College and is an adjunct professor teaching Introduction to Professional Sales at University of Texas, Dallas.
- Presenting with Passion
Passion is a catalyst in sales presentations – learn how to harness that igniter. Learning to convey your message with conviction, belief and enthusiasm is critical in standing out from the crowd and often in getting the first meeting.
- The Hard Facts of Prospecting
Learn the best way to prospect for your business! Should you do cold calling, networking or a marketing campaign? Learn which method is best for your company. What client is the best fit for your business? And how effective is your referral strategy?
- Critical Questions for Closing the Sale
This program shows you how to use personality style to understand the buying behavior of your prospect or customer. When you can understand how they prefer to communicate, what they value & how they make decisions, you’ll be much closer to building the trust necessary to close the sale.
- Negotiating with Power
To get better answers from your customer or prospect, you need to ask better questions. Learn which questions to ask to uncover the real needs of the customer. Better questioning skills will build your credibility and trust giving you the edge over your competition.
- Building Tenacious Teams
Sales is a game of momentum making your team dynamics ever more important. Having the right players in the right positions is critical to your sales team’s success & you’ll learn how to make those choices in this program. When you build on your teams’ strengths, you maximize impact.
- Are They Difficult or Just Different?
Dealing with conflict is inevitable. People have different views, values, communications styles and motives. The goal is to come to agreement for a win-win solution. Understanding what drives the four personality styles is critical for successful conflict resolution. By understanding the other person’s point of view you can more effectively work together.
- The Simple Truth About Relationship Selling
Learn how to build strong long-term customer relationships through trust building, commitment, and a win-win relationship, critical for a successful sales career.
- Personality Styles: Direct Access to Your Client’s Mind!
Learn how to use personality styles to increase sales. When you understand how your clients and prospects prefer to communicate, what they value, how they make decisions you’ll improve your sales results.
Understand what your customer values first and foremost by understanding their personality style.