| Are you engaged in the old paradigm of sales | | | | sale?". For in education based selling, you may talk |
| based marketing? Have you heard of education | | | | to a lot of strangers, but you will only give away |
| based marketing? If you believe in relationship | | | | to potentially qualified customers. What this means |
| selling and wish to increase sales, then you may | | | | is that you will need to invest the time to |
| need to change your sales paradigm. | | | | determine if this person is a right fit for what you |
| First, let's take a few moments to understand the | | | | do and for the solutions provided by your |
| word paradigm. This word's origin means "to show | | | | products or services. |
| beside (an) example." In modern terms, it has | | | | However, relationship selling is all about finding the |
| come to mean a model as in Sales Based | | | | right fit and being authentic with your potential |
| Marketing where the goal is to make the sale. | | | | qualified customers (a.k.a. prospects). Education |
| Now with the Internet providing a plethora of | | | | based marketing allows you to better qualify your |
| information and becoming the yellow pages of | | | | prospects and become that "un" sales person |
| Cyberspace, the marketplace has changed. Sales | | | | given that most people in business including small |
| professionals today must be able to demonstrate | | | | business owners, executive coaches, professional |
| their value and using the paradigm of Education | | | | services, do not like the label of sales person, |
| Based Marketing is a really great way to do just | | | | salesman or saleswoman. |
| that - provide value through education. | | | | TAKE ACTION SALES COACHING TIP: If you |
| Sales Coaching Tip: The outcome is the ability to | | | | want to become the expert in relationship selling, |
| increase sales faster than you thought possible. | | | | the showcase that expertise through education |
| This change of paradigm may require you to give | | | | based marketing. Forget about making the sale, |
| up some existing beliefs about selling such as "I | | | | but actively work to educate and therefore earn |
| hate to talk to strangers" to "I cannot give | | | | the sale. |
| anything away" to "Why give someone else a | | | | |