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The Rhythm of Sales and Marketing

Guest post by: Hussain Zaidi

Article Overview: Learn 5 key steps for becoming attuned to the rhythm of sales and marketing.

The Rhythm of Sales and Marketing

Sales and marketing is a dance where you must be attuned to rhythm in order to succeed.

Have you ever heard of the term “sales tension”? This and similar phrases are used to describe the dynamic nature of sales and marketing, the constantback and forththat exists between yourself and your customer. In order to succeed, your job is not to force the customer one way or another but rather follow the natural progression of movement that binds both of you to the same process. Does that sound too esoteric for you? Here, then, are some concrete steps for you to take in order tomake rhythm happen:

1. Be Aware:Listen and be receptive to what your customer is telling you. Gather information and do research before suggesting a solution. In sales and marketing you must firstreceivebefore yougive. Be open to what is happening when your customer engages and then throughout the sales and marketing process. What do they need? What do they need to know? Before any move you make you must first gauge what your customer is saying and doing.

2. Be Responsive:The worst thing in the world of sales and marketing is the cookie-cutter professional who is ready to prescribe solutions without listening to a word a customer has to say. Or, worse, pretending to listen and then prescribing the same old thing to each and every customer as if they hadn’t heard a word the customer said.Stop. Listen. Respond.. Remember that you are engaged in adialogueand not amonologueand that your customer is part of the process.

3. Be Flexible:Building on point 2, remember that sometimes the best agenda is to haveno agendaat all. Like the Zen master says, “you cannot receive unless you first empty your cup.” True sales and marketing isconsultativewhich means that you firstassesswhat your customer needs and then prescribe accordingly. If you have the wrong preconceptions about what your customer needs and wants then you will end up stepping on their toes and ruining the magic of the moment.

4. Be Patient:Sometimes you will find that you know where the progression of steps in the sales and marketing process is going before your customer does. In sales and marketing the temptation becomes to start prescribing a solution without letting your customerdiscover your solutionfor themselves. Remember that your customer needs to learn yourstoryand that there is a set number of steps that you must lead them through in order to be successful. Slow down and wait for them.

5. Be Guiding:Where the rhythm of sales and marketing differs from, say, ballroom dancing is that your purpose is to help guide your customer to a solution. What solution? One that you arrive atjointlyas a result of your devotion to your customer’sbest interestscoupled with theirtrustin you as a result. Together you feel each other out and build a relationship based on finding out what works best to help solve your customer’s wants and needs. Enjoy the dance and remember that every step should either build the relationship or progress towards a solution.

When you understand the rhythm of sales and marketing every interaction with a customer or prospect becomes enjoyable. Some will dance with you and others will not. With each customer you will learn more about yourself as well as them. Follow your intincts. Do not force things. Observe everything, allow the process to unfold and very soon you will become a master at making business happen while making customers happy!

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Article Tags: sales and marketing



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Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
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