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Yes You Can Win More Sales By Breaking This Rule

Written by: Leanne Hoagland-Smith

Article Overview: Many sales professionals from their sales training have been taught this rule: Do not give anything away! You must be paid for your sales skills, your advice, your knowledge, your products or services. Guess what? Today you can break this rule and get paid even more. Interested? Then read on.

Yes You Can Win More Sales By Breaking This Rule

Many sales professionals from their sales training have been taught this rule: Do not give anything away! You must be paid for your sales skills, your advice, your knowledge, your products or services. Guess what? Today you can break this rule and get paid even more.

So how can you win more sales by giving away your sales skills, expertise, products or services? It really is quite simple. You must change your sales paradigm from sales based marketing to education based marketing.

This change in marketing strategy (belief) and the accompanying tactics (actions) must be reflected in your overall strategic business action plan and especially within both your marketing action plan and sales action plan. Once you have aligned education based marketing to your plans and goals, you will win more sales especially if you are a professional services provider such as a lawyer, accountant, realtor, insurance agent, financial advisor, executive coach, business consultant or sales coach.

Education based marketing is all about educating the potential qualified customer. Instead of employing the traditional sales based marketing, your goal is to educate the customer by providing exceptional value through your expertise as well as your products or services. To successfully achieve this approach usually means that you must give something away for free. Yes, I said it and I will repeat it. "Give something away for free."

Now this free give-a-way must demonstrate the exceptional value that you bring to that potential qualified customer. Sales Coaching Tip: Think potential qualified customer instead of qualified prospect because you are now envisioning that individual as someone you will be working with instead of someone you are selling to.

For several years, I have been using education based marketing. However, I truly was not leveraging it to the level necessary to really win more sales. I consistently sent articles to potential customers; shared my expertise and even gave away a free book, "Fail-Safe Leadership", on leadership development. Yet, I believe that more sales were still waiting in the wings. My challenge was to find the right vehicle.

Then I found it. I became certified in an on-line assessment. Now I use this tool to educate my qualified potential customers or centers of influence while showcasing the exceptional value that my human capital development solutions bring to the table. Sales Coaching Tip: In today’s crowded marketplace, a lot of sales professionals are showing value. To move away from the pack, you must demonstrate exceptional value. This truly helps you to become the Red Jacket in the Sea of Gray Suits.

TAKE ACTION SALES COACHING TIP: Break the rule and subsequently the belief about not giving anything away. Determine where you can bring exceptional value to the market place by your free product or service. You will win more sales, increase your sales conversion rate and decrease your sales cycle time all by becoming the trusted educator to your potential qualified customers.

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Article Tags: accountant, belief, business action, business consultant, coach education, customer sales, executive coach, expertise products, insurance, insurance agent, lawyer, marketing strategy, professional services provider, realtor, sales coaching, sales paradigm, sales professionals, using education



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