In every aspect of our lives, the questions we pose can determine the course of our relationships, decisions, and actions. Think of the last significant question you asked or answered. How did it shape your thoughts or decisions? In the world of sales, the intent and impact of a question are even more pronounced, forming the backbone of customer relationships and trust.
Diving deep into history and scripture, we find the poignant illustration of how a single question can change the trajectory of events. The Bible, in its rich tapestry of stories, reveals the very first question ever posed, asked by Satan to Eve: “Did God really say, ‘You must not eat from any tree in the garden’?” (Genesis 3:1 ESV). More than just innocent curiosity, this question was designed as a snare – a deliberate ploy to sow doubt and unrest.
Prior to this query, humanity had enjoyed a perfect relationship with God. Trust and harmony prevailed. Yet, Satan’s question, grounded in deception, irrevocably altered this dynamic, marking the commencement of humanity’s fall. This profound shift, ignited by one deceptively simple question, underlines the enormous power words can hold.
Now, translate this narrative to the realm of sales. A profession, unfortunately, sometimes painted with the brush of suspicion. Potential clients often step back, wary of being deceived or misdirected, haunted by the specter of the misleading question. This fear, while understandable, underscores a significant misunderstanding of what sales can be at its best.
Sales, in its most authentic form, parallels the approach of perhaps the greatest ‘salesman’ of all: Jesus. Far removed from manipulative tactics or deceitful overtures, Jesus offered hope, redemption, and a path to eternal life. His “product” was salvation, and his “industry” the Kingdom of God. Grounded in unwavering faith, Jesus sought not to exploit, but to enlighten. He didn’t sell; he served.
His approach resonates deeply with the principles I advocate in my book, The Master Salesman: Jesus and the Art of Service. At its core, selling should be about service, about understanding genuine needs and addressing them. The IDEAS Sales System, which I designed, underscores this, advocating for deep listening, adapting presentations to individual needs, and recognizing that selling is essentially about serving.
Moreover, if one were to evaluate sales using the “Triad of Belief“, sales become a triad of believing in one’s industry, product or service, and oneself. This is mirrored perfectly in Jesus’ unwavering faith in his industry (the Kingdom of God), his product (Salvation), and himself. His overarching goal was to transfer this belief to humanity.
As individuals involved in sales or as consumers, we’re presented with choices every day. Each question we pose, every answer we seek, can either build trust or erode it. Instead of relying on subterfuge or manipulation, let’s take inspiration from history and from Jesus’ example. Let’s choose our questions wisely, ensuring they are anchored in authenticity and the intent to serve, rather than exploit.
If you’re intrigued by these concepts and wish to delve deeper, I invite you to explore the insights and paradigms detailed in The Master Salesman: Jesus and the Art of Service. For those eager to harness these principles in their professional journey, consider joining us for a transformative experience with one-on-one Training, Coaching, and Life Coaching at Closer Classes.
The customer is ready to buy. He needs you to help him believe.
Article Summary:
In sales, the intent behind questions plays a pivotal role in establishing trust and fostering genuine relationships. Drawing parallels with the first question in the Bible and Jesus’ approach to ‘selling’ salvation, the article emphasizes the importance of authenticity, service, and belief in the sales process.
