In the realm of sales, reapproaching potential clients who haven’t been previously sold is a daunting challenge. Often, this reluctance arises from our ego and pride. The internal narrative might echo: “If I revisit a client I couldn’t convince the first time, would that not be an admission of my incompetence?” This feeling of vulnerability is deeply rooted in our sense of self-worth and our perception of success. However, to truly excel in sales, or any profession for that matter, embracing humility is key.
Let’s delve into a transformative lesson from the scriptures. John the Baptist, an influential prophet, displays a profound sense of humility in the face of his significant mission. Referring to Jesus in John 3:30 (ESV), he proclaims, “He must become greater; I must become less.” Recognizing his role solely as the harbinger for Jesus, he sidesteps personal glory and places emphasis on the larger purpose. John’s humility wasn’t just a personal trait; it was pivotal for his mission.
Such humility can be a beacon for those in the sales industry, guiding them to the Triad of Belief. This principle underscores the essence of belief in one’s industry, product or service, and most importantly, oneself. Personal pride or ego should never eclipse these central beliefs. The primary objective should always be how your product or service genuinely adds value to your customer’s life.
Jesus, often referenced in The Master Salesman: Jesus and the Art of Service, epitomized humility throughout his ministry. A poignant instance is when Jesus washes his disciples’ feet in John 13:1-17 (ESV), a role typically relegated to the lowliest of servants. Here, the Messiah showcases that status or pride should never be a barrier when serving others. For salespeople, this signifies an approach rooted in humility, understanding that their pivotal role is to cater to customer needs, not merely to augment personal accolades.
But how do we tangibly adopt such an ethos?
Sales professionals must cultivate a mindset anchored in perpetual growth and learning. Not every pitch will culminate in a successful sale, and that’s not just acceptable; it’s part and parcel of the journey. Rather than perceiving these instances as setbacks, they should be viewed as opportunities — a chance to refine one’s approach, adapt, and return stronger. Such a mindset aligns seamlessly with the IDEAS Sales System, particularly the tenets of ‘Evaluating’ and ‘Adapting’.
Moreover, it’s crucial for salespeople to incessantly remind themselves of the foundational purpose of their role. They’re here to assist, guide, and genuinely make a difference in the customer’s life. When the focus shifts from oneself to an unwavering commitment to service, fears stemming from ego and pride diminish. Your value isn’t gauged by personal triumphs but by the enrichment of your client’s life.
Drawing inspiration from John the Baptist and Jesus, we discern that hesitations propelled by ego can indeed be surmounted. Salespeople can chart their path with renewed vigor and purpose, emphasizing continual evolution, garnering insights from each experience, and prioritizing service over self-validation. Integrating this approach with the Triad of Belief accentuates the altruistic nature of sales – driven by a genuine intent to assist, and firmly rooted in the unwavering belief in one’s industry, product, and self.
In your journey towards mastering sales, embracing humility and adopting the lessons from Jesus and John the Baptist can be instrumental. For those eager to delve deeper into these transformative insights, consider exploring The Master Salesman: Jesus and the Art of Service. And for personalized guidance tailored to enhance your sales, training, and life coaching, consider partnering with Closer Classes.
The customer is ready to buy. He needs you to help him believe.
Embracing humility, as exemplified by figures like Jesus and John the Baptist, is pivotal for overcoming challenges faced in sales due to ego and pride. By focusing on continuous growth, learning, and prioritizing service over personal gains, sales professionals can navigate their journey with enhanced confidence and purpose.