Universal Principles For Selling Professionals
As in a dance
one leads
one follows,
each to the rhythm of the other
each to the rhythm of the music.
So too with marketing and sales.
Marketing takes the first step
Finding leads that are deftly handed off
to sales who takes the next step
converting the leads to prospects.
each to the rhythm of the other
each to the rhythm of the market
Twirling business with finesse and grace.
As in a dance
it takes two to tango.
As in business
it takes the two to sell.
The Trade
Where one person
has something
Another wants
The foundation of economics
And business
And when done well
A success for all parties
But sometimes
at first
It’s not obvious
Sales is the craft of making trades
Of listening and understanding,
Of solving problems and serving
Of ensuring a transaction
That pleases all
Building relationships
For all time
And when done well
It’s selling without selling
Closing without closing
Both seller and buyer assured
They chose wisely
This is the Tao Te Ching Of Sales
What is the Tao Te Ching of Sales? This is the first in a series of videos this blog has produced to answer this question. It is our hope that this posting will awake the reader on the essence of Sales. Please view and if you like, comment and share with your friends.
Enjoy!
The ocean is vast
But the wise fisherman
casts nets in narrow waters.
Serving every market
Serves no one.
Listen to the niche
Decipher its unique language
Focusing on needs
Deeply personal
Providing solutions heartfelt.
Awake to the marketplace
Never underestimate the competition
Respecting their strengths
Yet keen to their weaknesses
Discovering opportunities
Ever watchful of impending threats.
Underestimating your competition
means thinking that they are evil
You destroy the three greatest things
of Patience, Simplicity, Collaboration
and become an enemy to yourself.
Awareness is the fundamental task of marketing; to take a solution or product that you’ve polished and honed and generate a conversation about something that hasn’t existed before. By awaking the market place, the task is to have buyers consider “This might work for me!”
When there is no conversation, there is no awareness. In the dark, your solution will fall like so many before it, into the rubbish heap of “good ideas”. Persistence and tenacity are the keys to success.
Consider following:
1. What is your competition, their pros and cons?
2. Distinguish the niche market, your solution can help.
3. Define your marketing tactics, delineate market channels your niche reside.
4. Create a marketing message that speaks emotionally to your audience.
5. Trial your message in one campaign and test if it speaks to the buyer.
6. Polish and tune the message as you roll out, channel by channel.
7. Measure ROI on each campaign.
Have you taken the time to awake the market place? Are you clear on how you position your products? Does the message you share speak to the needs of buyer?
Are you making the unknown, known?
At first a secret
a new product’s value is questioned
The market unaware
Remains wary and skeptical.
Like rushing water
Wearing away granite
Persistent ads bring awareness
Messaging that speaks to the buyer
That this can help
This can make a difference.
Knowing the audience
The Master Seller makes the unknown known.
The Tao Te Ching of Sales 