Education-Based Selling

“Upgrade your user, not your product. ‘Value’ is less about the stuff and more about the stuff the stuff enables. Don’t build better cameras—build better photographers.” — Kathy Sierra, author and cocreator of theHead First series of books

Key Ideas:

• Education-Based Selling is the process of making your prospects better and more informed customers.
• By investing time and energy in making your customers smarter, you simultaneously build Trust and make them more interested in your offer.
• Remember that to do this properly, you have to know more than your customers. Otherwise, you’ll scare them away.

Questions for Consideration:

• What are you doing to make your prospects smarter, more informed customers?
• How can you make them more knowledgeable in a way that helps them understand the benefits of your offer?