---

Guest post by: Leanne Hoagland-Smith Become an Author

Tweet

---

---

Relationship selling is all about establishing and developing mutually beneficial relationships. To achieve this goal requires that you as a professional sales person freely provide value without thinking of immediate reward or compensation. In other words, making the goal of a sale or to increase sales is at the bottom of your list while helping your potential qualified customer is at the top of your list. The question to be answered is How do I do this differently because my competitors are also engaged in relationship selling?

The 30,000 ft. answer is Education Based Marketing (EBM). When you engage in education based marketing you are differentiating yourself because you are a unique individual with unique experiences. Only you know what you know and that knowledge can help your potential qualified customer (a.k.a. prospect).

Of course, you may be thinking that you already educate your customers and your probably do. However, your conscious and subconscious thoughts are all about making the sale first. Education is part of your efforts to make the sale.

When you engage in education based marketing, the sale is not at the top of your conscious or subconscious thoughts, but rather how can you help this person. To do this, means you must really know the value of what you do as well as the needs being faced by your customer.

Also when you practice this approach to sales, you may have to violate one of the cardinal rules in sales and that is do not give anything away for free. Given that the 21st century through the Internet is full of information and knowledge, you may have to provide even greater value through your sharing of knowledge. This is why when you are utilizing this approach you must have clearly identified your target market, understand their known and even unknown needs and look to how you can help them.

Now imagine for a moment that you are engaged in relationship selling. You offer something for free and then given something else free of even greater value. Provided you have positioned the giveaway in the right context your potential qualified customer can experience first hand the value that you bring to the table.

TAKE ACTION SALES COACHING TIP: The best way to engage in relationship selling is to provide greater value than anyone else in the marketplace. Take some time, research this approach and then put together a plan of action so that you can truly be that Red Jacket in the Sea of Gray Suits.

Related Articles

  Education Based Marketing the New Sales Paradigm for Relationship Selling
  How to Stop Suffering From I Hate to Sell But I Need to Pay My Bills
  To Sell or To Educate That Is the Question Behind What Makes a Great Salesperson
  Premier Internet Marketing Education – Why It’s Imperative For You To Learn Internet Marketing
  Why Most Coaches Are The Gray Suits in the Sea of Sameness
  Invest a Little More Time and Easily Win More Sales
  How to use growth marketing in your home business
  How Customers’ Needs Increase Sales
  Where do I start if I want to make money on the internet ?
  Why People Want to Punch Their MLM Network Marketing Business in the Face!
  Out With the Old and In With the New To Increase Sales
  Dramatically Increase Sales Conversion Rate Using Education Based Marketing
  Education Based Marketing & Writing Are Natural Partners to Increase Sales
  How To Get The Best Internet Marketing Education! ~GUARANTEE YOUR FORTUNE
  Leverage The Key That Unlocks The Door to Growing Your Business
  Market Strategy Essential Today!
  Marketing and Selling
  Professional Services Win More Sales by Educating Instead of Telling
  How Roger Embury Turned His Fledgling Company Into the Nations Largest Supplier of Fake Boulders
  First Sell What the Customer Wants; Not What You Want to Win More Sales

Related Forum Posts

Re: online business
Local Chamber of commerce
Re: Newbi here
Ivy League vs. Affordable school
webinars on Autoreponders

Share this article. Fund someone's dream.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

Top Books for Entrepreneurs

Why would you use Value Stream Mapping

The Secret to Resolving Workplace Conflicts

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.