In the Gospel of Matthew, there’s a striking moment where Jesus poses a question to the people about John the Baptist: “What did you go out into the wilderness to see?” (Matthew 11:7-9, ESV). This wasn’t just a casual query. It was a deep question about their intentions and their search for spiritual understanding. What’s fascinating is how this question, posed centuries ago, can teach us so much about effective communication in today’s sales world.

Let’s dive a bit into that moment. Jesus’ question came in a context. John’s disciples were questioning Jesus about who He really was. In response, Jesus turned the spotlight on John and his mission, making the audience reflect on their reasons for seeking out John. Were they just curious, or was there a deeper spiritual hunger?

This moment holds a mirror to the modern sales process, especially when we look at the IDEAS Sales System. The Discovery phase of this system is all about understanding the customer. It’s not just about what they want to buy, but why they want to buy it. Are they just browsing, or is there a specific problem they’re trying to solve?

By asking questions like Jesus did, salespeople can get to the heart of what their customers truly need. It’s a shift from just making a sale to building a genuine connection. After all, a satisfied customer is not just someone who bought a product, but someone who believes in that product.

This concept ties back to the “Triad of Belief” I often speak about. It’s available in detail here, but in a nutshell, it’s about having belief in your industry, your product, and most importantly, in yourself. When you truly believe, you can make your customers believe too.

Let’s draw a parallel. Jesus’ “industry” was the Kingdom Of God. His “product” was Salvation. Despite being human and facing challenges, Jesus’ belief in Himself never wavered. His mission was clear: to make humanity believe. With so many followers even today, one can argue that Jesus was a master at making people believe in what He offered.

For those in sales, the lesson is clear. Believe in what you’re offering. Understand your customers deeply, just like Jesus tried to understand the crowd. Make them see the value, not just the price.

If you’re intrigued by how Jesus’ teachings can guide modern sales tactics, I’d recommend exploring more in The Master Salesman: Jesus and the Art of Service. It’s a book that bridges the ancient with the modern, offering valuable insights.

Additionally, if you’re looking to hone your sales skills further, consider taking a course or getting personalized coaching at Closer Classes. It’s an opportunity to deepen your understanding and mastery of the sales process.

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

Article Summary:
The article explores a moment in the Gospel of Matthew where Jesus asks a significant question, drawing parallels with today’s sales practices. By emphasizing the importance of understanding and belief in the sales process, it provides insights for salespeople to build genuine connections with customers and offer solutions that resonate. The piece also introduces resources for those keen on deepening their sales skills.