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Education Based Marketing the New Sales Paradigm for Relationship Selling

Written by: Leanne Hoagland-Smith

Article Overview: Are you engaged in the old paradigm of sales based marketing? Have you heard of education based marketing? If you believe in relationship selling and wish to increase sale, then you may need to change your sales paradigm.

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Education Based Marketing the New Sales Paradigm for Relationship Selling

Are you engaged in the old paradigm of sales based marketing? Have you heard of education based marketing? 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.

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Home > Business-Coach > Leanne Hoagland-Smith > Education Based Marketing the New Sales Paradigm for Relationship Selling
Article Tags: education sales, executive coaches, few moments, marketing, marketplace, plethora, professional services, prospects, relationship selling, sales coaching, sales paradigm, sales person, sales professionals, showcase, small business owners, what this means, yellow pages

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.

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Re: Online Sales and Marketing vs Traditional Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
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webinars on Autoreponders webinars on Autoreponders - Evan, putting it that way you may have a point - the effort doesn't seem to pay off. If you could score webinars with people you profile I can see word getting around and that driving traffic to your site and exposing them to the content you already have on the site. Based on the types of businesses approaching you to do these webinars you could also have them set the whole thing up and all you are doing is exposing it to the group. Example a webinar on Autoresponders and Email Marketing. I'm sure there are companies out there that will do the whole setup for you.
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