Have you ever given thought as to your own sales cadence? Probably not, but you more than likely have it.
Cadence according to dictionary.com is the “flow or rhythm of events especially the pattern in which something is experienced.” The site provides the example of a slight decline or elevation in the pitch of one’s voice at the end of a declarative statement.
When we do not recognize our own cadence, this suggests we do not recognize the cadence of others. In sales, not recognizing the flow or rhythm of events can lead to a no sale situation.
My sense is there is a strong correlation between sales cadence and emotional intelligence because of this key word – recognize. When we recognize and then attempt to understand the emotions of others while at the same time recognizing and attempting to understand our own emotions, we then can manage both. How well we manage both sets of emotions speaks to our level of emotional intelligence.
How often have we heard salespeople rattle off their unique selling proposition statements like a Gatling gun? One could almost hear the rat-a-tat-tat as the barrel spins around and around.
Have you even been in a sales conversation where the sales prospect is very slow and deliberate in his or her responses to your open ended sales questions? Possibly you thought the individual was “not getting what you were saying?” and so you repeat yourself or attempt a different sales question?
Maybe the answer is just as simple as his or her cadence was different than yours?
When to learn to actively listen, we can better understand the cadence of others. Active listening is essential if your goal is to increase sales.
Possibly these words of Mark Twain may help you discover your sales cadence: