In the realm of sales, there’s an individual whose methods surpass time and culture, whose approach to selling was transformative, and whose success is unparalleled: Jesus. Today, we’ll delve into some unique insights, drawing parallels from Jesus’ sales techniques and the modern art of sales.
At the heart of my sales coaching, encapsulated in the book “The Master Salesman: Jesus and the Art of Service,” lies the belief that selling is fundamentally about serving. An age-old axiom says, “People don’t care how much you know until they know how much you care.” It’s evident that Jesus practiced this long before it became a catchphrase.
We, as salespeople, can find profound wisdom in scripture. One of the remarkable illustrations revolves around approaching what we term as “Orphan Owners” – customers who may have felt neglected or overlooked.
Here’s how to approach an Orphan Owner, keeping in mind the teachings and methodology of Jesus:
1. Set Clear Objectives:
Like Jesus, who had a clear goal – to usher in the Kingdom of God and offer Salvation – it’s imperative to know what you want to achieve from any conversation. Whether it’s reigniting a past relationship, understanding present needs, or introducing a new offering, distinct goals guide the conversation effectively.
Delve into the orphan owner’s history, understanding their previous purchases, feedback, and both their past triumphs and tribulations. Jesus, throughout his teachings, showcased an in-depth understanding of his audience. Being informed helps address specific situations more precisely.
Remember the times Jesus listened, understood, and then responded? Adopting a similar approach, we must recognize that the orphan owner might feel neglected. Approaching the conversation with genuine empathy and a sincere desire to help is pivotal.
4. Be Flexible:
Even with set objectives and adequate research, it’s crucial to remain flexible. As the conversation progresses, be prepared to adapt. Jesus, in his conversations, was responsive to the individual’s unique concerns and interests. Flexibility ensures you address what truly matters to the person in front of you.
These aren’t just transactional guidelines. These are principles aiming to build trust, showcase value, and nurture long-term relationships. By anchoring these strategies in scriptural truths, the conversations gain an added layer of depth and significance.
Interestingly, the very essence of selling can be beautifully summarized by the IDEAS Sales System. This system, a creation of mine, resonates deeply with Jesus’ approach:
- INTRODUCING: Recognize your customer and make a purposeful introduction.
- DISCOVERING: Actively listen, just like Jesus did.
- EVALUATING: Understand, truly and deeply, what is being communicated.
- ADAPTING: Adjust your presentation so it resonates best with the individual.
- SERVING: Realize that the core of selling is to serve, mirroring Jesus’ philosophy.
Moreover, sales are driven by belief, as illuminated by the Triad of Belief:
- Industry: For Jesus, this was the Kingdom of God.
- Product or Service: Jesus’ offering was Salvation.
- Self: Jesus, though fully human with human struggles, never wavered in his belief in himself.
These principles aren’t just tenets of good salesmanship; they’re guideposts for a meaningful life. While I, like many, grapple with my faith, with my flaws, and with being the individual I aspire to be, the lessons derived from Jesus’ teachings and the art of service have been invaluable in my journey both as a life coach and as an individual.
If you’re intrigued by this blend of timeless wisdom and modern sales techniques, I encourage you to delve deeper into these lessons and strategies in “The Master Salesman: Jesus and the Art of Service.” Remember, sales aren’t just about transactions; they’re about relationships, trust, and genuine service. And if you ever find yourself seeking one-on-one coaching in sales, life, or both, consider exploring what Closer Classes can offer. I believe that with the right guidance, we can all unlock our potential to serve better and sell better.
The customer is ready to buy. He needs you to help him believe.
Drawing inspiration from Jesus, the article underscores the genuine art of service in sales. With a focus on approaching “Orphan Owners,” it highlights the importance of objectives, research, empathy, and flexibility. Integrating the IDEAS Sales System and the Triad of Belief, the piece bridges ancient wisdom with modern sales techniques.