At its core, sales is not just about transactions or making profits; it is an art of connecting, understanding, and serving the customer. This perspective, while innately known by many, is further illuminated when we turn our gaze toward the greatest teacher in history: Jesus. He wasn’t selling products, nor was He interested in material gain. Yet, his approach to connecting with people embodies the essence of the IDEAS Sales System, offering modern salespeople a transformative perspective.
Jesus’ journey began with INTRODUCING. He actively sought out those who needed Him. Unlike some sales approaches today that wait for customers to walk through the door, Jesus ventured out, met individuals where they were, and forged meaningful connections. In this proactive approach, there’s a lesson for today’s salespeople: the onus of establishing contact often lies with us. It’s about identifying potential customers and making that intentional introduction.
Moving forward, Jesus was a master at DISCOVERING. He took his time to truly get to know individuals by asking thought-provoking questions. This wasn’t just a perfunctory step; it was the foundation for everything that followed. By allowing individuals to express their feelings, needs, and desires, He could understand them better. Similarly, in sales, engaging in deep active listening allows us to discern what our customers truly want.
This brings us to EVALUATING, a stage emphasized in the content of The Master Salesman: Jesus and the Art of Service. Evaluation is where understanding crystallizes, and insights emerge. Jesus, after engaging with individuals, would reflect upon their responses, grasp the emotions beneath, and contemplate the best solutions for them. Today’s salespeople need to do the same, ensuring they truly comprehend what their customers are saying.
Once the evaluation is thorough, one can begin ADAPTING. Jesus, with His profound understanding of people’s needs, crafted messages that were tailor-made for each individual. His teachings resonated because they were directly relevant to the person’s situation. Salespeople, too, need to tailor their presentations in a way that holds the most value for the individual.
Ultimately, it all culminated in SERVING. Jesus recognized that His mission was to serve humanity, emphasizing that the essence of selling is service. It’s not just about meeting targets but ensuring that the customer’s needs are met. This perspective aligns with my personal philosophy in coaching, where the emphasis is always on selling to help.
From Jesus’ approach, we understand that sales, at its best, is about belief – the Triad of Belief. Jesus’ “industry” was the Kingdom of God. His “product” was Salvation. Despite being fully human with struggles, His faith in himself remained unshakeable. His ultimate mission? Transferring these beliefs to humanity. The success of this mission is evident today with billions of Christians around the world.
For modern-day salespeople, belief is equally pivotal. It starts with a belief in one’s industry, progresses to confidence in one’s product or service, and ultimately rests on belief in oneself. When all these beliefs are genuinely held, they can be transferred to the customer.
Solomon once said, “The purposes of a person’s heart are deep waters, but one who has insight draws them out” (Proverbs 20:5, ESV). In this ancient wisdom, we find a clarion call for today’s salespeople to embrace the process of evaluation, to dive deep into understanding, and to serve with insight and empathy.
As you reflect upon your sales journey, consider delving into the insights offered in The Master Salesman: Jesus and the Art of Service. Beyond that, if you’re looking to further refine your sales approach, consider joining us at Closer Classes for tailored training and coaching.
The customer is ready to buy. He needs you to help him believe.
The art of sales is a journey of connection, understanding, and service. Drawing lessons from Jesus’ approach, modern salespeople can refine their skills by embracing the IDEAS Sales System. This system, coupled with genuine belief and service-oriented mindset, can transform sales from mere transactions to meaningful interactions.