How to Stop Suffering From I Hate to Sell But I Need to Pay My Bills
How to Stop Suffering From I Hate to Sell But I Need to Pay My Bills
In business, many are forced to adopt the role of salesperson when they truly do not want to be a salesperson. The reason is perceived as the only path to doing what they love to do. So this leads to the obvious question: How can I earn a living by not selling? The answer is quite simple stop selling and start educating.
In listening to a teleconference by Jay Niblick, President of Innermetrix, he talked discussed the results of this survey and the concept of education based marketing (EBM). Many service professionals engage in education based marketing, but do not leverage to its fullest potential or combined EBM with the traditional sales based marketing approach (SBM).
Here are some examples of EBM:
Speaking
Writing Articles, Columns, Books
Blogging
Engaging in Socratic Dialogues
Imagine that you and your potential customer (a.k.a. prospect) or qualified potential customer (a.k.a. qualified prospect) are each holding the opposite ends of a single rope. Now, you attempt to push the rope. What happens? Nothing! You and your potential customer are no closer together and you just may appear to look a little foolish.
Now using that same visual, imagine your qualified potential customer pulling the rope. What happens? You are now closer to your potential customer. Obviously, you do not look foolish because your potential customer wants you nearer to her or him.
To fully engage in education based marketing means that you truly must be knowledgeable about:
What you do
The known and unknown needs of your potential clients
The marketplace current and future trends
And it does not hurt to know as much as possible about the other resources available within the business community. When you embrace this approach of educating instead of selling, you can become the go to expert, the trusted advisor.
TAKE ACTION SALES COACHING TIP: Revisit your marketing and sales action plans and set some new goals using an education approach instead of a selling approach. Watch your revenue, your love of what you do and your loyal customers grow as you quickly increase sales.
How to Stop Suffering From I Hate to Sell But I Need to Pay My Bills - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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As a sales professional, small business owner or service professional have you ever suffered had either or both of theses thoughts: I hate to sell, but I need to pay my bills. Boy, if I could only do what I love to do. A recent survey of 135 business consultants, executive coaches and professional facilitators revealed these exact thoughts.
In business, many are forced to adopt the role of salesperson when they truly do not want to be a salesperson. The reason is perceived as the only path to doing what they love to do. So this leads to the obvious question: How can I earn a living by not selling? The answer is quite simple stop selling and start educating.
In listening to a teleconference by Jay Niblick, President of Innermetrix, he talked discussed the results of this survey and the concept of education based marketing (EBM). Many service professionals engage in education based marketing, but do not leverage to its fullest potential or combined EBM with the traditional sales based marketing approach (SBM).
Here are some examples of EBM:
Speaking
Writing Articles, Columns, Books
Blogging
Engaging in Socratic Dialogues
Imagine that you and your potential customer (a.k.a. prospect) or qualified potential customer (a.k.a. qualified prospect) are each holding the opposite ends of a single rope. Now, you attempt to push the rope. What happens? Nothing! You and your potential customer are no closer together and you just may appear to look a little foolish.
Now using that same visual, imagine your qualified potential customer pulling the rope. What happens? You are now closer to your potential customer. Obviously, you do not look foolish because your potential customer wants you nearer to her or him.
To fully engage in education based marketing means that you truly must be knowledgeable about:
What you do
The known and unknown needs of your potential clients
The marketplace current and future trends
And it does not hurt to know as much as possible about the other resources available within the business community. When you embrace this approach of educating instead of selling, you can become the go to expert, the trusted advisor.
TAKE ACTION SALES COACHING TIP: Revisit your marketing and sales action plans and set some new goals using an education approach instead of a selling approach. Watch your revenue, your love of what you do and your loyal customers grow as you quickly increase sales.
How to Stop Suffering From I Hate to Sell But I Need to Pay My Bills - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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