subject: Education Based Marketing - The New Sales Paradigm For Relationship Selling [print this page] Education Based Marketing - The New Sales Paradigm For Relationship Selling
If you believe in relationship selling and wish to increase sales, then you may need to change your sales paradigm.
First, let's take a few moments to understand the word paradigm. This word's origin means "to show beside (an) example." In modern terms, it has come to mean a model as in Sales Based Marketing where the goal is to make the sale.
Now with the Internet providing a plethora of information and becoming the yellow pages of Cyberspace, the marketplace has changed. Sales professionals today must be able to demonstrate their value and using the paradigm of Education Based Marketing is a really great way to do just that - provide value through education.
Sales Coaching Tip: The outcome is the ability to increase sales faster than you thought possible.
This change of paradigm may require you to give up some existing beliefs about selling such as "I hate to talk to strangers" to "I cannot give anything away" to "Why give someone else a sale?". For in education based selling, you may talk to a lot of strangers, but you will only give away to potentially qualified customers. What this means is that you will need to invest the time to determine if this person is a right fit for what you do and for the solutions provided by your products or services.
However, relationship selling is all about finding the right fit and being authentic with your potential qualified customers (a.k.a. prospects). Education based marketing allows you to better qualify your prospects and become that "un" sales person given that most people in business including small business owners, executive coaches, professional services, do not like the label of sales person, salesman or saleswoman.
TAKE ACTION SALES COACHING TIP: If you want to become the expert in relationship selling, the showcase that expertise through education based marketing. Forget about making the sale, but actively work to educate and therefore earn the sale.
Take this free sales skills assessment to help you increase sales.
You probably do not want to be uncomfortable. Who does? Yet, you want to increase sales and to stop all those sleepless nights. Now is the time to give Leanne a call at 219.759.5601 provided you truly wish to move to that next level of success and are willing to be uncomfortable in the process.
P.S. Did you like this article? If so, you may wish to sign up to receive a 25% discount on Leanne's first sales coaching book, Unlocking Sales Results: The Keys to Becoming the Red Jacket in the Sea of Gray Suits.
