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Guest post by: Leanne Hoagland-Smith Become an Author

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Sales is very much like baseball. You have hits, foul balls, butts, home runs and grand slams. What would happen to your bottom line if you could score more grand slams by maximizing the talents and sales skills of your sales team? You would increase sales, win more client and reduce costs. Now wouldn’t that be a game worth seeing?

So what does it take to score more grand slams? First, you need to stop playing in the traditional baseball stadium of Sales Based Marketing. In today’s global and information laden business environment, very few people want to be sold. They are looking to build long term relationships by finding those trusted advisors.

If you really want to increase sales, then you or your organization need to start playing in the Education Based Marketing Stadium. Your sales professionals need to share information with both internal customers (other employees) and external customers or potentially qualified customers (a.k.a. prospects).

Second, you truly need to focus on building loyal customers, again both internally and externally. Look to those points of connections that are present in every moment of truth. Sales Coaching Tip: Points of connections are everything your customers see, hear, touch, feel, smell or taste. Moments of truth are those interactions between your internal and external customers.

Education based marketing works well with points of connection and moments of truth. Of course, this means that you may need to give something of value away to gain something of even greater value. Sales Coaching Tip: By demonstrating what you do with your potential qualified customers, you begin to establish trust and credibility with each interaction.

Finally, you must reduce costs. If you are using a sales based marketing approach, you are probably spending a lot of dollars on interruption marketing through print, radio or television advertisements. This is a great way to get impressions. Yet, how many people actually call you, wanting your products or services?
Education based marketing reduces many of your marketing costs because you are now speaking to writing articles to actually demonstrating what you actually do.

Consider moving your sales game from the field of sales based marketing to the field of education based marketing. Then watch your sales scoreboard light up with all those additional grand slams.

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