The art of sales is not just about convincing someone to purchase a product or service. It’s a delicate dance, a balance of understanding and guiding, a union of service and empathy. If we trace back through history, one can argue that Jesus was perhaps the greatest “salesperson” of all time. Not because He sold products, but because He so effectively communicated the value of His mission and purpose to humanity. If we look at Jesus’ approach to sharing the “Kingdom of God” and the message of “Salvation,” there are parallels to be drawn to the modern sales technique known as the “assumptive close.”
The assumptive close goes beyond simply getting the client to say “yes.” Instead, it’s about leading them down a path where they can envision themselves using and benefiting from the product or service you’re offering. How does one achieve this level of mastery? Through the IDEAS Sales System.
When you approach a client with the IDEAS mindset, you’re not just selling; you’re serving. This approach is beautifully illustrated in several scenarios:
- Understanding Needs: Recognizing what the client truly desires and reflecting that in your pitch. For instance, “Based on our conversation, I’ve tailored this solution perfectly for you. We can start implementing it this week, or if you prefer, next Monday.”
- Presenting a Customized Solution: Offering a proposition that feels personalized, like suggesting, “Given our alignment, I’ve prepared the contract. We can finalize it today, or would tomorrow morning be more convenient?”
- Demonstrating the Product: Making the tangible benefits clear, prompting them with, “I can have our team begin installation by the end of next week, or should we get started sooner?”
- Addressing Objections: Proactively tackling any potential concerns, “Since everything is in line with your expectations, let’s move forward. I’ll send the paperwork right after our meeting.”
- Assessing the Budget: Reinforcing the value proposition in line with their financial scope, “This package fits within your budget. Would you like to set up delivery and installation for next Monday, or a different day?”
- Reviewing Benefits: Highlighting the advantages, “With all the benefits we’ve discussed, I’ll arrange for onboarding next week. Is there a specific day that you prefer?”
- Aligning with Long-term Goals: Mapping your offer to their broader objectives, “I propose we initiate our partnership with the first project starting next month, or we could align it with your next strategic meeting.”
- Building Trust and Relationship: Establishing a rapport that goes beyond the sale, “I feel confident that we’re ready to proceed. We can schedule the kickoff meeting for next Tuesday, or adjust based on your calendar.”
- Confirming Value Proposition: Ensuring they recognize the unparalleled value you’re bringing, “Since our solution delivers the value you’ve been looking for, I’ll coordinate the transition. Would you like a status update on Friday or earlier?”
In each scenario, the focus is not on if the client will make the purchase but how they’ll commence their journey with your product or service. It’s about building that partnership, that trust – elements at the core of the teachings of Jesus.
Delving into the teachings of Jesus, we see His mastery in building relationships grounded in understanding and purpose. His mission wasn’t to sell a product; it was to share a belief, a way of life. And in His teachings, we find resonance with the Triad of Belief, emphasizing the importance of believing in your industry, your product, and yourself.
While my faith as a Christian has its struggles, as does everyone’s, I cannot help but be inspired by Jesus’ approach to sharing His message. I’ve found that applying these principles to sales, as detailed in The Master Salesman: Jesus and the Art of Service, offers a fresh perspective on how we can be of service to our customers and truly help them.
If you’re looking to refine your sales techniques and embrace an approach rooted in genuine service and connection, consider reading more from The Master Salesman: Jesus and the Art of Service. And if you ever need guidance on implementing these teachings, Closer Classes offers one-on-one training and coaching, ensuring you’re equipped to truly serve your clients.
The customer is ready to buy. He needs you to help him believe.
This article draws parallels between the teachings of Jesus and the modern sales technique of the “assumptive close.” Through the IDEAS Sales System, salespeople are encouraged to not just sell but serve, emphasizing understanding, empathy, and building genuine connections with clients. The essence of selling, as shown by Jesus, is to truly help and serve others.