Throughout the Gospels, Jesus showcased an unparalleled understanding of human desires and motivations. One such instance can be found in the Gospel of John at the Pool of Bethesda. Here, a multitude of disabled individuals gathered, waiting for a miracle. Among them, a man paralyzed for thirty-eight years caught Jesus’ attention. Rather than immediately offering healing, Jesus posed a thought-provoking question: “Do you want to get well?” (John 5:6 ESV).
At face value, Jesus’ question might appear redundant. Of course, after decades of paralysis, the man would long for healing. Yet, Jesus’ inquiry probes deeper, pushing the man to introspect about his desires, readiness for transformation, and the potential challenges that accompany change. The essence wasn’t just the yearning for physical healing but his emotional and psychological preparedness to embrace an altered reality.
Drawing parallels to today’s sales arena, this narrative is tremendously insightful. Often, sales professionals encounter prospective clients who have grappled with challenges for extensive periods, perhaps by relying on outdated methodologies or inefficient products. Here, posing a seemingly straightforward question, akin to “Should we find a way to fix that?”, can be revelatory. Such inquiries compel customers to mull over their existing predicaments, recognize their dissatisfaction, and express their longing for an improved alternative.
This strategy doesn’t merely cater to extracting information. Instead, it ushers individuals into a journey of introspection, gauging their eagerness for transition. Jesus, by asking the paralyzed man, wasn’t merely understanding his physical ailments. He delved into the intricacies of human aspirations and emphasized the pivotal role of personal decisions in the healing journey.
This profound understanding aligns impeccably with the IDEAS Sales System, specifically during the Discovery phase. The right question, positioned tactfully, can guide clients to discern their needs and aspirations. This empowers sales representatives to present not just a product, but a roadmap to an enhanced future. By discerning a client’s readiness for transformation and facilitating them in voicing their requirements, sales professionals pave the way for relationships that surpass mere transactions. These relationships metamorphose into transformative bonds, echoing Jesus’ approach to human interactions.
Such a methodological approach to sales aligns with the principles from the book, The Master Salesman: Jesus and the Art of Service. The narrative of the Pool of Bethesda demonstrates Jesus’ profound understanding of human needs. Jesus’ “industry” was nothing less than the Kingdom of God. His “product” was the priceless gift of Salvation. The tenacity of Jesus’ belief in Himself, despite the challenges posed by his human existence, is awe-inspiring. His life’s mission revolved around transferring these foundational beliefs to humanity. Given the billions who embrace Christianity today, millennia post Jesus’ teachings, it’s no stretch to state that Jesus truly was a master salesman.
In the realm of sales, belief plays a monumental role. The Triad of Belief – faith in your industry, unwavering belief in your product or service, and an indestructible belief in oneself – can be game-changing. When these beliefs are seamlessly transferred to the client, sales success isn’t just likely; it’s inevitable.
For individuals striving to refine their sales techniques and strategies, investing time in understanding and emulating such proven principles can be transformative. Learning from the teachings of Jesus, and correlating them with modern-day sales strategies as illustrated in The Master Salesman: Jesus and the Art of Service, provides a potent combination for success. For those eager to delve deeper and truly harness these principles, considering one-on-one Training and Coaching at Closer Classes might be your next transformative step.
The customer is ready to buy. He needs you to help him believe.
Delving into the narrative of Jesus at the Pool of Bethesda offers profound insights into understanding human needs and desires. By correlating Jesus’ approach with modern-day sales techniques, professionals can foster relationships that are not just transactional but transformational, echoing the principles illustrated in the IDEAS Sales System and the Triad of Belief.