Clarifying Desire: Taking Lessons from Jesus’ Approach in Modern Sales

While many view the teachings of Jesus as purely spiritual or moral, the story of Jesus and the two blind men in the Gospel of Matthew offers profound lessons for today’s sales professionals. When we dive deep into this interaction, the parallels to the modern sales context are unmistakable, demonstrating the universal applicability of Jesus’ methods.

In the biblical account, two blind men sat by the roadside, calling out for mercy as Jesus passed by. Though their need was evident, Jesus took a step that may seem unexpected: He asked them, “What do you want me to do for you?” (Matthew 20:32, ESV). Why would Jesus, who could clearly see their blindness, ask such a question?

The answer lies in understanding the value of recognizing individual desires and the necessity of clarity. The blind men’s response was simple: “Lord, let our eyes be opened.” Moved by their faith, Jesus granted their wish. This wasn’t just a miracle of sight but an affirmation of the men’s agency to articulate their desires.

This narrative aligns perfectly with the Discovery phase of the IDEAS Sales System. When connecting with clients, it’s tempting to assume we know their needs based on our perception of their situation. But, much like Jesus, salespeople must challenge these assumptions, asking pointed questions to discern the true desires of the customer.

Imagine a client expressing interest in a product. Rather than diving into a pitch, a salesperson might inquire, “How do you see this product benefiting you?” or “What specific outcomes are you seeking?” These questions do more than just gather information; they empower clients to voice their expectations, fostering a sense of partnership.

Such an approach emphasizes collaboration over transaction. It underscores the value of each client’s unique perspective, needs, and aspirations. This method transforms the sales experience, making it a joint venture between the salesperson and the client to uncover the most suitable solutions.

My book, The Master Salesman: Jesus and the Art of Service, delves further into this topic, exploring how Jesus’ methods can guide and inspire modern sales strategies. His approach to the blind men isn’t just about healing; it’s a lesson in elevating the sales process, emphasizing respect, collaboration, and understanding.

This perspective is not just about improving sales figures. It aligns with the very essence of the Triad of Belief. Consider Jesus’ own belief system: His unwavering faith in His mission to bring salvation – His ‘product’ – and the establishment of the Kingdom of God – His ‘industry’. His belief was so strong that it resonated with billions, continuing to influence humanity thousands of years later.

Belief in one’s industry, product, and oneself is pivotal in sales. But it doesn’t end there; this belief must be transferred to the client. If Jesus, with his challenges as a human, could achieve this, then so can we with the right mindset and approach.

However, like most people, I grapple with faith, sin, and personal shortcomings. Yet, these struggles only reinforce the value of seeking guidance, whether it’s through scripture, personal reflection, or professional development. That’s why resources like The Master Salesman: Jesus and the Art of Service and platforms such as Closer Classes exist. They bridge the gap, offering insights and training to help individuals improve and refine their approach.

For those keen on enhancing their skills, considering personal coaching might be the next step. A one-on-one session at Closer Classes can offer tailored guidance to help refine your sales approach, ensuring you’re not just serving your clients but also helping them believe.

The customer is ready to buy. He needs you to help him believe.

Article Summary: The story of Jesus and the two blind men in the Gospel of Matthew offers valuable insights for modern sales. By emphasizing the importance of understanding individual desires and fostering collaboration, salespeople can transform their approach. Resources like “The Master Salesman: Jesus and the Art of Service” provide further guidance, reinforcing the need for belief in oneself, the product, and the industry. Personal coaching can also assist in refining these principles, ensuring clients are served with utmost respect and clarity.

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