In our quest to become successful in sales, one of the most paramount skills to cultivate is the ability to adapt to the needs and perspectives of our customers. Adapting is akin to stepping into their shoes, immersing ourselves into their stories, and crafting a pitch that resonates with them. Now, this is easier said than done. To truly master this craft, one needs to hone a critical skill: the EVALUATION muscle.
EVALUATION is a significant component of the IDEAS Sales System, a revolutionary approach I have designed to reframe our understanding of sales. The IDEAS Sales System encompasses a five-step process, and EVALUATING is the stage where we take time to genuinely comprehend what the customer is conveying. It’s about deepening our understanding, seeing through varied lenses, and recognizing what motivates our customers. Only then can we adapt our role seamlessly within their narrative.
But what’s the secret to mastering this skill? Let’s turn to one of the greatest figures in history, who mastered the art of reaching out and resonating with varied individuals: Jesus. In my book, The Master Salesman: Jesus and the Art of Service, I delve into the exemplary ways in which Jesus’ teachings can be applied to the world of sales. After all, wasn’t he the ultimate salesman?
- Jesus’ “Industry” was the Kingdom Of God.
- His “Product” was Salvation.
- Despite being fully human and grappling with humanly challenges, his faith in himself was unshakeable.
- Jesus’ life mission revolved around transferring these beliefs to humanity.
Considering the billions who resonate with his message even thousands of years later, there’s an argument to be made about Jesus being the most effective salesman.
Drawing parallels between Jesus’ approach and the EVALUATION muscle within the IDEAS framework can yield profound insights. When Jesus communicated, he genuinely understood the people he was engaging with, ensuring his message resonated with them. In the realm of sales, we strive for the same – to genuinely understand our customers and tailor our approach, ensuring our presentation aligns with their story.
This process of evaluation and alignment isn’t a skill you can pick up overnight. It necessitates continuous practice, self-reflection, and an unwavering commitment to view scenarios through the customer’s eyes. The IDEAS Sales System offers detailed exercises, real-world examples, and in-depth insights to nurture and strengthen this essential skill. By harnessing this, not only do we enhance our interactions but also pave the way for more meaningful and positive engagements.
If you’re intrigued by the parallels between Jesus’ approach and effective sales techniques, I recommend exploring The Master Salesman: Jesus and the Art of Service. This book offers a comprehensive guide to mastering the EVALUATION muscle among other sales skills, drawing inspiration from Jesus’ teachings.
I also emphasize the importance of belief in sales. As outlined in the “Triad of Belief”, successful sales hinge on three core beliefs:
- Belief in your industry.
- Belief in your company, product, or service.
- Belief in yourself.
It’s about fostering these beliefs within yourself and then transferring that conviction to your customers. After all, “Your customer wants to buy. He needs you to help him believe.”
Before wrapping up, it’s essential to acknowledge that, like many, I grapple with my faith. Christianity, and its teachings, constantly challenge me to grow, question, and strive to become the individual I aspire to be. It’s this very personal journey that led me to see the parallels between Jesus’ teachings and the world of sales.
To those who are committed to evolving in their sales journey and are looking for more in-depth guidance, consider one-on-one Training, Coaching, and Life Coaching at Closer Classes.
The customer is ready to buy. He needs you to help him believe.
This article delves into the importance of the EVALUATION muscle in sales, drawing parallels with Jesus’ approach in understanding and resonating with people. By exploring techniques within the IDEAS Sales System and learning from Jesus’ teachings, one can master the art of effectively evaluating and adapting to customer needs.