When we think of sales, the mind may jump to a barrage of techniques and strategies, each designed to help close the deal. However, the more I’ve learned about sales, the more I’ve come to realize that its essence is much more profound than just techniques and strategies. At its core, successful sales hinge on one’s ability to connect, to build trust, and to deliver genuine value. And who better to learn these values from than Jesus Himself, the Master Salesman?
I often reflect upon a pivotal moment early in my sales career. A customer asked me, “Isn’t there any more room on the price?” Although there was flexibility, I found myself in a quandary, torn between the drive for profit and the ethical commitment to honesty. It’s these seemingly small moments that define who we are and what we stand for.
The Bible, a cornerstone of my personal and professional life, clearly articulates its stance on lying. Ephesians 4:25 (ESV) says, “Therefore, having put away falsehood, let each one of you speak the truth with his neighbor, for we are members one of another.” But in the intricate world of sales, where negotiations are often strategic and game-like, how do we interpret and implement such teachings? When a customer questions the room for price negotiation, it isn’t always about the price tag—it’s about perceived value, building trust, and overall business strategy.
False advertising, or making deceitful claims about a product or service, is a blatant breach of ethical standards. This not only erodes trust with customers but can lead to severe legal repercussions. Similarly, deliberately hiding essential product information or coercing customers into purchases is just as damaging. It’s more than about staying within legal boundaries—it’s about ensuring transparency, honesty, and integrity in every interaction.
Let’s consider how to promote a product without compromising on these values. While it’s understandable to emphasize the product’s strengths, exaggeration or embellishment edges into dishonesty. It’s crucial for salespeople to represent their products transparently and truthfully. We find guidance from Colossians 3:9 (MSG), which asserts, “Don’t lie to one another. You’re done with that old life. It’s like a filthy set of ill-fitting clothes you’ve stripped off and put in the fire.”
It’s this blend of timeless teachings from Jesus and the foundational values of the IDEAS Sales System that offers a roadmap for salespeople. This system encourages identifying customers with purpose, deeply listening to their needs, evaluating their feedback, tailoring presentations for maximum impact, and recognizing that sales, at its best, is a service.
When applying the Triad of Belief, consider how Jesus exemplified these principles. His ‘industry’ was the Kingdom of God. His ‘product’ was Salvation. And despite his human experiences, Jesus’ belief in Himself was unshakeable. His life’s mission? Transferring these beliefs to humanity. Judging by the billions of Christians worldwide, thousands of years after His time, I’d say He was indeed the best salesman.
In my book, The Master Salesman: Jesus and the Art of Service, I dive deeper into these parallels, showing readers the profound sales inspiration we can derive from Jesus’ teachings. If you’re curious to delve further into this intersection of faith and sales, this book might be the next step in your journey.
For those seeking a more hands-on approach to mastering the art of sales, consider Training and Coaching at Closer Classes. Allow us to guide you, just as I’ve been guided by the timeless teachings of Jesus, to understand that your customer is ready to buy, and they’re looking to you to help them believe.
The customer is ready to buy. He needs you to help him believe.
Sales is more than techniques—it’s about connection, trust, and value. Drawing inspiration from Jesus’ teachings, maintaining honesty and integrity is essential. Through the IDEAS Sales System and the Triad of Belief, salespeople can navigate challenges confidently and ethically. The Master Salesman: Jesus and the Art of Service offers deeper insights into this balance of faith and sales.