In the realm of sales and service, adaptability is your greatest asset. But the concept of adapting your pitch or your method isn’t a new-age invention. It’s as old as storytelling itself, evident in the interactions of one of the most compelling figures in history: Jesus Christ. In my book, The Master Salesman: Jesus and the Art of Service, I delve into how the principles Jesus lived by could be a guide in your sales journey. His methods are more aligned with selling as an art of service, a philosophy underpinning the IDEAS Sales System and the Triad of Belief.
Tailoring Your Approach: A Biblical View
Let’s consider the way Jesus adapted his approach based on his audience. The scriptures reveal his uncanny ability to tune his message according to the people he was addressing. For example, to the Pharisees, he often quoted scripture to engage in theological debates. As recorded in Matthew 22:29 (ESV), he told them, “You are wrong, because you know neither the Scriptures nor the power of God.” Here, Jesus used a mode of communication that resonated with the scholarly nature of the Pharisees. To the common folk, he frequently used parables. The Parable of the Sower in Matthew 13:3–9 (ESV) starts with, “A sower went out to sow,” using a relatable agricultural metaphor to convey profound truths.
Applying the Principle in Sales
You can apply a similar adaptability in sales. If you’re approaching someone from your powerbase—those in your immediate circle of friends, family, and acquaintances—your pitch may be rooted in shared experiences and mutual values. These individuals are much like Jesus’ disciples; he knew them intimately and could connect with them deeply.
For those already familiar with your product or service (sold customers), it’s about taking the relationship to the next level. Jesus engaged with believers who had witnessed his miracles and teachings by unveiling profound truths to them. In your case, you might offer advanced products or additional services that align with their existing faith in your offerings.
The orphan owners, or customers who lack a direct point of contact due to changes in sales personnel, require a different form of reassurance. Jesus reached out to marginalized groups, like tax collectors or sinners, with compassion and understanding. In the same way, you should make these clients feel valued and reconnected.
Lastly, when you’re dealing with a competitor’s customer, the aim is to present your unique value proposition without demeaning your competition. Jesus demonstrated this by engaging in meaningful dialogues with those who followed other teachers or beliefs.
The Subtleties of Understanding and Empathy
Whether you’re in sales or any other profession, the need for understanding and empathy is crucial. Jesus exemplified this in every interaction. He listened before he spoke, assessed before he acted—principles mirrored in the IDEAS Sales System, which emphasizes Discovering and Evaluating as key steps in a sales process.
Moreover, these principles resonate deeply with the Triad of Belief. This triad emphasizes the importance of believing in your industry, your product, and yourself. These beliefs are not merely for self-affirmation but for transferring that confidence to your customers.
If this approach to sales intrigues you, exploring it further in The Master Salesman: Jesus and the Art of Service could provide you with valuable insights.
In the end, success in sales—or in any aspect of life—demands more than just a good product or a slick presentation. It requires the adaptability, understanding, and compassion exemplified by Jesus. To learn more about these concepts, consider taking the next step in your journey with one-on-one Training and Coaching at Closer Classes.
The customer is ready to buy. He needs you to help him believe.
Article Summary
This article explores the timeless principles demonstrated by Jesus in tailoring messages for different audiences and applies these lessons to modern-day sales tactics. It emphasizes the importance of adaptability, understanding, and empathy in making meaningful connections.
