In the ever-evolving world of sales, the essence of what makes a truly great salesperson remains unchanged: understanding the customer. At the heart of this understanding lies a powerful principle — Discovering. A significant phase in the IDEAS Sales System, Discovering isn’t about us; it’s about them. Let’s dive into this concept, drawing parallels from an unexpected yet profound source of wisdom – Jesus.
Have you ever encountered an impressive piece of technology, decked out with every feature imaginable, only to realize it wasn’t what you needed? Just as such a gadget would fail to be of value to someone without a need for it, a sales approach that doesn’t genuinely seek to understand the customer’s needs is bound to falter. It’s not about the features; it’s about the fit.
The tendency for many salespeople is to assume. Armed with their product knowledge, they might believe they’re well-equipped to predict what the customer desires. But real selling isn’t about assumptions. It’s about genuine connections. This concept of connecting echoes in the teachings and actions of Jesus. His approach wasn’t shallow. He went deep, understanding the core of every individual He met. If we’re to emulate the best in sales and service, wouldn’t emulating Jesus be a worthy pursuit?
Now, let’s talk about the IDEAS Sales System. While the entire system embodies a holistic approach to selling, the ‘Discovering’ phase stands out in its depth and significance. Think of it not just as a ‘needs assessment’ but a deep dive into the ocean of the customer’s world. It’s the phase where we set aside our agenda and truly listen.
Most of us, though, fall into the trap of just waiting for our turn to speak. Instead of absorbing what’s being shared, we’re mentally preparing our next sentence. This isn’t true listening. Authentic listening means fully immersing oneself in the other person’s narrative, being in tune with their verbal and non-verbal cues. And when this kind of listening happens, magic unfolds.
You see, more than the product specifics or the price tag, individuals yearn to feel seen, heard, and understood. In the act of genuinely listening, we not only gather invaluable data to enhance our sales pitch but, more crucially, we honor the person in front of us. Such a practice differentiates the IDEAS Sales System from many others. It’s not about transactions; it’s about genuine human connections.
Jesus’ approach to connection was holistic. He wasn’t promoting a product in the traditional sense. His “Industry” was the Kingdom Of God, His “Product” was Salvation. But it was his unwavering faith in himself, despite facing all human struggles, and his mission to transfer these beliefs that truly made him stand apart. And isn’t this the ultimate goal of the Triad of Belief — to believe and transfer that belief?
To imbibe this principle of ‘Discovering’ is to align ourselves with a lineage of compassion, understanding, and connection. Drawing inspiration from biblical teachings, we’re reminded that God, Jesus, the prophets, and the disciples have long showcased the power of empathetic listening. The scriptures resonate with the timeless wisdom that the act of genuinely understanding another is an act of love.
Now, for those who seek to dive even deeper into these principles, there’s a reservoir of knowledge waiting. I’ve poured these lessons and much more into a book titled The Master Salesman: Jesus and the Art of Service. This book not only draws parallels between the world of sales and the teachings of Jesus but offers actionable steps to transform your approach to selling and service. A read that promises to be both enlightening and practical, it’s an investment in refining your sales artistry.
Lastly, for those who want tailored guidance and coaching to master these principles, consider the personalized training, coaching, and life coaching at Closer Classes. After all, a journey towards mastering any skill is enhanced with the right mentorship.
The customer is ready to buy. He needs you to help him believe.
The principle of ‘Discovering’ in the IDEAS Sales System emphasizes genuine understanding and connection with the customer. Drawing inspiration from Jesus’ approach to connecting with people, sales professionals are encouraged to listen with empathy, understanding the essence of their customers’ needs. The article underscores the significance of seeing sales not just as transactions but as opportunities for genuine human connection.