Telling means.. telling about your products & service.When you tell you turn your product or service in to a commodity – however exceptional they are.
On the other hand educating your prospect, is all about value. Educating on the superior value your product or service will deliver.
So why most business owners skew towards telling?
Here is my guess…
- Telling is easy
- Telling makes your ego feel good
- Telling can get quick wins
- Educating involves ‘thinking’ beyond your product or service
- Educating is constant and ongoing so considrered to be hard work
When you tell and you have to sell, when you educate and allow your prospects to buy.
+ Ravi Peal-Shankar
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