When it comes to maintaining a long-lasting relationship with your customers, the initial sale is just the first step. The real magic happens afterward, when you sustain and nurture those connections. It sounds straightforward, but let’s face it, reengaging with sold customers often triggers a wave of hesitations and fears. These fears, far from being isolated to the uninitiated, are often ingrained in even the most seasoned sales professionals. But what if we could look at these fears not as obstacles but as opportunities? What if we could view them through the transformative lens of faith?
Drawing from the principles outlined in my book, The Master Salesman: Jesus and the Art of Service, I find it compelling how Jesus led by example in overcoming obstacles through faith and service. Jesus didn’t just offer goods; he offered salvation, peace, and a new way of life. His acts were always grounded in the deep-seated intention to help and serve others. The sales strategies that stem from such a profound intention can certainly benefit from taking cues from Jesus’ approach.
In the marketplace, we often encounter a range of fears when thinking about contacting previously sold customers. These could range from insecurities about how our product or service has performed, to the technological gaps that make consistent communication a challenge. Some of these fears can be deeply personal, stemming from a lack of confidence or past experiences.
However, when viewed through the lens of the Triad of Belief, which emphasizes belief in your industry, your product or service, and yourself, these fears transform. The scripture, Proverbs 3:5-6 (ESV), urges us, “Trust in the Lord with all your heart, and do not lean on your own understanding. In all your ways acknowledge him, and he will make straight your paths.” This faith-based perspective can steer us past the hurdles of fear, lending us the courage to reach out and reinforce customer relationships.
The IDEAS Sales System further reinforces this by emphasizing Introducing, Discovering, Evaluating, Adapting, and Serving as key components of a successful sales process. By adopting such an approach, we move away from transactional selling to a more relational, service-oriented model, which aligns well with Jesus’ teachings.
So, how can we put these insights to work? Let’s start by acknowledging that our fears are not just business problems but opportunities for spiritual and personal growth. Each fear that we confront and overcome adds a layer of depth to our understanding of our industry, our offerings, and ourselves. If you find this approach transformative, you might benefit from delving deeper into the principles I’ve explored in my book, The Master Salesman: Jesus and the Art of Service.
Fears in the business landscape can act as barriers, or they can become bridges. The choice is yours. But remember, to make them bridges, your customer needs you to help them believe. And sometimes, that belief starts with you believing in yourself. If you find yourself needing further guidance on this journey of overcoming fears in sales and life, 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 explores the fears sales professionals often face when reengaging with previously sold customers. It offers a unique approach by framing these fears as opportunities for growth and deeper customer connection. The piece discusses how faith-based principles and proven sales techniques can turn these fears from barriers into bridges.