In the vast landscape of sales training, you’ll find myriad techniques, tools, and strategies designed to help salespeople sharpen their skills and optimize their performances. However, there’s a unique and perhaps surprising method that not many would immediately associate with sales: reading literary fiction.
When we consider the art of sales, we recognize that it’s not solely about understanding the product or the industry, but deeply comprehending the very individuals we aim to serve. This focus on the human element aligns closely with the heart of literary fiction, which revolves around complex characters and their intricate narratives. Diving into such stories, salespeople can gain a profound understanding of human motivations, emotions, and behaviors.
Consider a salesperson opting to spend their evening lost in a novel packed with multifaceted characters. These characters have distinct backgrounds, desires, and conflicts. As the narrative unfolds, the salesperson, much like any reader, immerses in the viewpoints of these characters. They start to grasp their fears, hopes, and drivers. Such an experience, often labeled as escapism, has a deeper essence to it: it cultivates empathy. An attribute invaluable not just in life but critically so in the realm of sales.
When I reflect on this, my thoughts often drift to Jesus’ approach. The comparison might sound unusual, but there’s much we can draw from His life. His “industry” was the Kingdom of God. His “product” was Salvation. His faith in Himself was unwavering despite being fully human with all inherent struggles. He transferred these beliefs to humanity so effectively that, thousands of years later, billions are still drawn to His teachings. I hold the belief that Jesus was the best salesman because His mission was clear, and He genuinely served humanity, much like the IDEAS Sales System’s principle of serving.
Coming back to the “Evaluation” stage of the IDEAS system, which emphasizes understanding what the customer is communicating, it’s evident that the insights gathered from literary fiction can play a pivotal role. By harnessing the empathy developed from understanding complex characters, a salesperson can approach the evaluation with heightened sensitivity and deeper insights. They can recognize patterns, unearth needs, and decipher desires that may not be overtly expressed.
While one might argue that the scriptures don’t directly speak about reading fiction, the essence of understanding and empathy is deeply entrenched in biblical teachings. Jesus, a master storyteller, utilized parables to relay profound truths. His narratives were rich with relatable characters and situations, structured to make the listeners ponder about their own lives, choices, and beliefs. Much like a captivating novel, His stories allowed individuals to walk in another’s shoes, challenge their biases, and introspect.
If you’re curious to delve deeper into such profound connections between sales and spiritual growth, I’d recommend The Master Salesman: Jesus and the Art of Service. It’s not just a book; it’s an exploration, a journey that reveals how sales inspiration can be drawn from Jesus’ teachings.
Incorporating practices like reading literary fiction does more than just improve sales tactics. It encourages salespeople to resonate with the timeless wisdom at the heart of both effective salesmanship and spiritual growth. It emphasizes that selling is not just a transaction; it’s a connection. A connection rooted in understanding, empathy, and genuine service, mirroring the principles of the Triad of Belief. By embracing this holistic approach, salespeople not only elevate their craft but also pave the way for more genuine and long-lasting relationships with their clientele.
As a sales coach and life coach, I’ve always emphasized that our goal is to help. Be it helping a customer make an informed decision or helping someone navigate life’s challenges. If you feel the need for guidance, whether in sales or life, consider exploring one-on-one training and coaching at Closer Classes.
The customer is ready to buy. He needs you to help him believe.
Article Summary:
Engaging with literary fiction helps salespeople develop empathy and deeper understanding of human nature, enhancing their evaluation skills. By delving into intricate characters and narratives, salespersons can better understand customers’ motivations and needs. This empathy aligns with Jesus’ teachings, emphasizing the importance of genuine connections in sales.
