Yes You Can Win More Sales By Breaking This Rule
Yes You Can Win More Sales By Breaking This Rule
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.
Yes You Can Win More Sales By Breaking This Rule - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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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.
Yes You Can Win More Sales By Breaking This Rule - To learn more about this author, visit Leanne Hoagland-Smith's Website.
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David AchesonDavid Acheson is the founder of DCJA Consultancy. DCJA Consultancy is a management consultancy business specialising in B2B sales consultancy. They offer bespoke and packaged sales consultancy including Sales Optimisation Review, Interim Sales Management, Sales & Marketing Review, 1:1 Sales & Management Staff Analysis, Management Training, Solution Sales Training, Creation of New Pay Plan, KPI's, run Customer Feedback Campaigns, assist with Recruitment, Coaching, Appraisals and set up Strategic Marketing Campaigns. David spent his early career in accountancy and then moved into sales in 1982, working in Office Equipment, IT, Advertising, Training, Outsourcing and Consultancy. He has held many Senior Positions in SMBs and Global Organisations including Head of Sales Operations & Head of Business Development. His knowledge, skills and great experience of the Sales Industry has led to David making keynote speeches and running educational sessions to key businesses through organisations including The Chamber of Commerce and Business Link. - Visit David Acheson's Website |
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Leanne Hoagland-SmithAre your sales where you want them to be? Will you be one of the few who achieves sales or business success or one of the many who have failed to change? Are you tired of being told you are like everyone else? Then you may find my first book on sales of interest. Be the Red Jacket in the Sea of Gray Suits, The Keys to Unlocking Sales available at Amazon or at http://www.processspecialist.com/red-jacket.htm. This book is a reflection of my no-nonsense approach to improving sales to overall business results. If you are truly committed to making sustainable changes, then I can help you secure a positive return on your investment because I focus on executable solutions not telling you the problems you already know you have. From training to corporate (group) coaching to executive one on one coaching, my approach is to assess, create awareness, build a goal driven action plan and then execute. The bottom line question is "Not do you or your employees know it, but do you or they want to do it?" Please call for a free strategy session at 219.759.5601. - 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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John BrennanJohn Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses. - Visit John Brennan's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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Anne BarrAnne Barr has over 26 years experience in sales and marketing, six years as a franchisee. She has assisted over 367 business owners and purchasers to achieve their goals in career change, transition and exit strategy. She holds the designation of Certified Franchise Executive from the International Franchise Association, Certified Business Intermediary from the International Business Brokers Association and Board Certified Broker from the Texas Association of Business Brokers. Anne is active in professional organizations, networking groups and volunteers for non-profit entities. As owner/operator of four successful businesses, Anne has proven people skills and enjoys helping clients find the right "fit" in business ownership. Visit www.FranchiseOpportunitySpecialist.com for more information about me and my company. - Visit Anne Barr's Website |
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