In the vast expanse of today’s bustling market, a sea of ideas, products, and services converge, all vying for attention. Amidst this diverse landscape, competition is not only inevitable but also pervasive. While the inclination might be to see these competitors and their customers as barriers, they offer untapped potential – avenues that can be navigated, not with rivalry, but with the spirit of service and understanding.
Consider for a moment the story encapsulated within The Master Salesman: Jesus and the Art of Service. Jesus’ “industry” was the Kingdom of God. His “product” was Salvation. Despite being fully human with struggles akin to ours, Jesus’ faith in himself never wavered. His singular mission was to transfer these beliefs to all of humanity. Millennia later, with billions of Christians worldwide, one might assert that Jesus was, indeed, the master salesman.
In a similar vein, when we think about our competitors and their customers, we need to adopt a perspective that is less about competition and more about understanding the landscape of commodities. Every product or service, regardless of how groundbreaking it may seem, has alternatives in the market. These alternatives cater to their own set of customers. But are these customers truly content? Do they genuinely feel their needs are met comprehensively? Herein lies the crux of our opportunity.
Having an unwavering belief in one’s industry, product, or service, akin to the Triad of Belief, makes a profound difference. This belief, deeply embedded in the ethos of the IDEAS Sales System, is a beacon of conviction. It signifies that what one offers can truly enhance lives, meet needs, and deliver unparalleled service. Such profound belief differentiates us from competitors.
Delving deeper, it is essential to understand the landscape of ‘knowns’ and ‘unknowns’. The sentiment expressed by former Secretary of Defense Donald Rumsfeld underscores the need for this understanding. He highlighted three categories: known knowns, known unknowns, and unknown unknowns. In sales, it is the latter two categories that hold immense potential. Potential customers may believe they’ve secured the best product or service. They might be aware or unaware of alternate offerings. But there’s always the possibility of needs or desires they haven’t recognized yet – the unknown unknowns. Identifying and addressing these aspects presents us with immense opportunities.
To truly tap into this potential, one has to prioritize service over sale. As I’ve learned from my own journey of faith, struggles with beliefs, and my earnest attempts to be the best version of myself, service stands at the core of genuine interactions. The goal is not merely to sell but to serve. This is the essence of sales, encapsulated in the final principle of the IDEAS system – Serving. Recognizing that selling is, at its heart, a form of service.
If you’re eager to deepen your understanding and embrace this philosophy of service in sales, I highly recommend delving into The Master Salesman: Jesus and the Art of Service. This book offers insights that transcend the conventional approach to sales.
Moreover, for those who aspire to refine their skills and take their sales journey to the next level, consider the one-on-one Training, Coaching, and Life Coaching opportunities at Closer Classes. It’s not just about closing a deal; it’s about opening doors to genuine connections.
The customer is ready to buy. He needs you to help him believe.
In the modern marketplace, competitors are not barriers but opportunities. By understanding customer needs, beliefs, and the unknown desires, one can navigate the realm of competitors effectively. Rooted in the ethos of service, drawing parallels from Jesus’ approach to sharing his beliefs, the article underscores the importance of serving over selling. With the right understanding and training, one can truly transform the sales journey.