Learn the relative merits of upselling vs. value-added selling. The woman behind the counter efficiently processed my car rental. The reservation had been made on the company credit card of one of my clients—a fact that emerged in our small talk. As we were finalizing the details, she said, “I have a Mercedes on the lot that I think you’d like.” “For the same price as the midsize?” I asked….

Being able to properly close a sale is paramount in any business, but so many people forget that, when they walk into a presentation room, they’re not selling. They are educating. Using an educational approach helps customers make an informed decision. Not only will they trust you more, they often end up selling themselves on your product. By knowing the four primary aspects of “educated selling”—product, client, competition and industry—you…