Navigating the labyrinthine corridors of sales often leads you to a particularly tricky intersection: re-engaging with customers who haven’t yet made a purchase. Even seasoned professionals find themselves caught in the complex web of uncertainty, fear of rejection, and the fine line between being persistent and being intrusive. This is a subject I dive deep into in my book, The Master Salesman: Jesus and the Art of Service.
So why is this task so daunting? First, there’s the underlying emotional challenge. We’re all afraid of rejection to some extent, and in sales, this fear is amplified. It’s hard to pick up the phone or write that email when you’re worried that you’ll hear “no” on the other end. Let’s not forget what Jesus said about facing rejection: “If the world hates you, know that it has hated me before it hated you” (John 15:18, ESV). Jesus was no stranger to rejection, yet He carried on, sustained by His higher mission. Similarly, we can find solace and courage by tapping into our mission—whether it’s guided by the Triad of Belief or the IDEAS Sales System.
Secondly, there’s the strategic aspect. No one wants to be that pushy salesperson. There’s a level of grace and tact required to re-engage without annoying your potential customer. If you approach this from the perspective of Jesus, who was the ultimate Master of nuanced interactions, it becomes more manageable. When Jesus met the Samaritan woman at the well, He didn’t start by telling her what she needed. He engaged her in conversation, asked her questions, and then offered a solution that would change her life (John 4:7-26, ESV). When it comes to re-engagement, think about how you can serve the customer’s existing needs, not just fulfill your quota.
And lastly, there’s the psychological factor. It’s human nature to avoid situations where we might fail. Yet, what we often forget is that failing to try is already a form of failure. The IDEAS Sales System emphasizes extreme active listening under its “Discovering” phase. Could it be that we’re not listening to our own internal cues that help us overcome this psychological barrier?
So, how do we break the cycle? How do we step out and re-engage? If you’re looking for answers, you’ll find strategies and insights in my book, The Master Salesman: Jesus and the Art of Service. This isn’t a plug; it’s an invitation to deeper understanding and effectiveness in your sales journey.
Moreover, if you’re committed to elevating your game, nothing beats personalized guidance. I offer tailored Training, Coaching, and Life Coaching at Closer Classes. Sometimes, having a coach by your side can make all the difference in navigating these intricate aspects of sales and life.
The customer is ready to buy. He needs you to help him believe.
Navigating the challenge of re-engaging with unsold customers involves dealing with emotional, strategic, and psychological complexities. Drawing inspiration from Jesus’ teachings and adopting proven strategies can make this daunting task more manageable and rewarding.