A Proven Sales Process Should Educate First, and Entertain a Distant Third

Guest post by: Leanne Hoagland-Smith
Become an Author

Free PDF Download
How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

For many years, the marketing activities within the sales process focused on wining and dining the customers and did very little to educate them. Now, with technology and a lot more sales savvy professionals, the focus is on educating the customers specific to how their needs and wants can be met.

If you truly want to increase sales, your must know how your products or services can help your customer meet their known and unknown needs by addressing the real problems. In many cases, effective fact finding discovers the real problems and not just the symptoms posing as problems.

For example, customer service through poor on time delivery is a perceived problem. The need is timely delivery. However, the businesses' existing policies or procedures or even lack of personnel may be the real problem and is reflected by issues within customer service. By educating your customer, you can demonstrate how your solution can be sustainable and generate a positive return on investment.

Educating your customers does demand more of your time because now you must truly walk in the shoes of your customers and if possible your customers' customers. Until you truly know the customers’ concerns or what some call pains, you cannot provide real answers to address those pains.

Now you must truly move out of your comfort zone and begin to increase your own knowledge. Within my business coaching training practice, I have increased my knowledge specific to a lot of areas that 10 or even 5 years ago I would not have considered such as Search Engine Optimization (SEO) and effective marketing copy just to name a couple.

Recently in working with a new client, when he mentioned technology in health care, I brought up writing prescriptions through PDA's. He was quite surprised that I even new of this technology less alone understood the potential value from reducing errors in reading prescriptions to saving time.

To educate a customer begins with your own education of the ever changing marketplace. By taking that action, you will increase sales and become that trusted adviser to your clients and potential clients. The added benefit is that you can truly enjoy entertaining your customers when the opportunity presents itself.

10 Summer or Anytime Quick Sales Coaching Tips

What Business Are You In?

10 Reasons To Publish A Newsletter

What Actions Aren’t You Taking to Increase Sales?

Inbound Marketing Vs Outbound Marketing: Features And Differences

Is Your Sales Training Demonstrating 20/80 or 80/20?

mLearning: Future of Education

You Can Win More Sales by Accepting & Working with Change Than Denying It

Two Must Have Tools To Dramatically Increase Sales

Consultative Selling Won't Fill Your Pipeline

6 Keys to B2B Marketing Success in 2011 using B2B Lead Generation

Are Business Networking Referrals Critical Business Strategies Within Your Strategic Plan?

Do You Need to Hire a Ghostwriter to Write Your Book?

Taking Your Direct Marketing to the Next Level with Segmentation

Content Marketing: 5 Proven Strategies for Turning Prospects Into Buyers

Sales Performance Management-How to Get More Sales with Fewer People

Internet Marketing: Copywriting

You Like Me...You Really, Really Like Me

Profitable online Business Ideas; Success and Failure Part 2

Sales Prospecting for Sales Results

Home > Business-Coach > Leanne Hoagland-Smith > A Proven Sales Process Should Educate First and Entertain a Distant Third > Google +

Free PDF Download
How to Craft an Engaging Message That Highlights What You Do to Increase Sales - By Leanne Hoagland-Smith

About the Author: Leanne Hoagland-Smith

RSS for Leanne's articles - Visit Leanne's website
Executive consultant, sales coach and speaker, Leanne Hoagland-Smith, partners with innovative and crazy busy leaders who want to dramatically improve their team results. What this looks like differs for each firm and why a free strategy session is offered just by calling 219.759.5601 CDT USA to have a conversation about the results you are seeking. If you prefer you can forward a request to coach@processspecialist.com

Her book, Be the Red Jacket is a no-nonsense and quick read to help discover potential gaps that may be keeping you from your goal to increase sales. The forward is by Evan Carmichael of EvanCarmichael.com

Remember if you think you cannot or you think you can either way you are right. (Henry Ford). Sales Coaching Tip: Change your thoughts; improve your results.
Click here to visit Leanne's website.

More from Leanne Hoagland-Smith
Leadership Audit For Business
Leadership Assessment
Business Building Check List

Share this article. Fund someone's dream.

Share this post and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

A Proven Sales Process Should Educate First, and Entertain a Distant Third

Related Articles

Related Forum Posts

Share this article. Fund someone's dream.


Name:
Email: