In the world of sales, adaptability isn’t just a buzzword—it’s an art form. For a salesperson, the ability to modify one’s approach based on the individual needs and circumstances of each customer is a skill that can make the difference between a missed opportunity and a sealed deal. Interestingly, this art of adaptability is not new. In fact, one can trace its roots back to the teachings and actions of Jesus, who, in His own unique way, mastered this skill, offering invaluable lessons to modern salespeople.
One of the most poignant examples of Jesus’ adaptability can be seen in how He healed the blind. The approach He used varied depending on the individual’s circumstances and their faith.
In Bethsaida, Jesus encountered a blind man. Rather than immediately healing him, He took the man by the hand, leading him away from the village. After spitting on his eyes and laying hands on him, the man’s sight was restored (Mark 8:22-25 ESV). In another instance, a man blind from birth had a different experience. Jesus crafted mud using His saliva, applied it to the man’s eyes, and then instructed him to wash in the Pool of Siloam. Following this unique method, the man could see once again (John 9:6-7 ESV). Meanwhile, in Jericho, a simple spoken word to blind Bartimaeus was all it took. Jesus acknowledged Bartimaeus’s unwavering faith, saying, “Go your way; your faith has made you well” (Mark 10:52 ESV).
These varied healing methods highlight Jesus’ keen ability to discern and adapt His approach based on the individual. Each person was unique, and Jesus chose the method that would resonate the deepest with them. It wasn’t about a one-size-fits-all solution; it was about understanding, empathy, and a personalized touch.
For salespeople, this adaptability is crucial. Just as Jesus did, they must understand that every client or customer is different, each with their unique needs, preferences, and backgrounds. Relying on a single standardized presentation or method isn’t enough. A powerful connection is forged when the sales approach is tailored to the individual. This isn’t just about making a sale; it’s about creating a lasting impact, understanding your customer deeply, and guiding them toward the best solution for their unique situation.
This essence of adaptability aligns seamlessly with the IDEAS Sales system, a revolutionary approach to selling. The “Adapting” component of this system emphasizes tailoring presentations so they are most valuable to the individual, resonating with Jesus’ way of adapting to each person’s unique situation.
Furthermore, consider the Triad of Belief. Jesus’ “Industry” was the Kingdom Of God, His “Product” was Salvation, and despite being fully human and facing human struggles, His belief in Himself was unwavering. His life mission? Transferring these beliefs to humanity. Just as Jesus believed in His mission and adapted His approach based on individual needs, salespeople must believe in their industry, product, and most importantly, in themselves. Only then can they transfer this belief to their customers, fostering trust and understanding.
In my book, The Master Salesman: Jesus and the Art of Service, these principles are delved into more deeply, offering valuable insights on how Jesus’ teachings can guide modern sales techniques. His lessons go beyond spiritual realms, providing tangible strategies that can be incorporated into contemporary sales approaches.
Yet, no matter how refined our sales techniques become, it’s vital to remember the essence of selling: serving. Sales, at its core, is about serving the customer. It’s about recognizing their needs and helping guide them to the best solution.
If you’re seeking to refine your sales approach, better understand your customers, or simply wish to be inspired by Jesus’ teachings in a business context, I highly recommend diving into The Master Salesman: Jesus and the Art of Service. And for those looking to further their skills, Closer Classes offers one-on-one training, coaching, and life coaching tailored to your unique needs.
The customer is ready to buy. He needs you to help him believe.
Drawing from Jesus’ diverse methods of healing the blind, this article highlights the importance of adaptability in sales. By tailoring approaches to individual needs, salespeople can create deeper connections, reflecting understanding, empathy, and personalized service. Emphasizing the IDEAS Sales system and the Triad of Belief, the piece underscores the essence of selling as serving.