In the ups and downs of life and, indeed, in the roller coaster that is a career in sales, we’re all searching for something steady to hang onto. Sometimes, that something is a belief, as shaky and uncertain as it might be. I’ve been there, and I’ve grappled with these complexities in my book, The Master Salesman: Jesus and the Art of Service.
Let’s get one thing out of the way: I’m not a paragon of unwavering faith. Like many, I’ve got my fair share of doubts and moral dilemmas. My faith journey has been neither linear nor entirely inspirational. But sometimes, it’s the uncertainties and imperfections that make us strive for better, both in faith and in sales.
The Bible speaks of faith as a mustard seed, small yet capable of great things. Matthew 17:20 (ESV) states, “For truly, I say to you, if you have faith like a grain of mustard seed, you will say to this mountain, ‘Move from here to there,’ and it will move, and nothing will be impossible for you.” This message is compelling, not because it speaks to those with unshakable faith, but precisely because it speaks to those of us whose faith is shaky at best. It speaks to those who doubt themselves every day, in every sales call, and in every life decision.
The message of the mustard seed intersects neatly with the Triad of Belief, a framework that many of us struggle with daily. Belief in the industry, belief in the product, and most critically, belief in oneself. There are days when one, if not all, of these pillars of belief waver. On such days, your faith, as small as a mustard seed, can serve as a gentle nudge, a reminder that even when you feel small and unsure, you have the potential for incredible impact.
But let’s be clear—recognizing this connection wasn’t an overnight revelation for me. It was a gradual realization that both my professional career and personal beliefs, as tenuous as they sometimes are, could actually reinforce each other. It’s a realization that shapes the IDEAS Sales System, which fundamentally is about understanding and serving the customer.
The process of selling, then, isn’t just transactional—it’s relational. You and your customer are humans first, each with your own sets of beliefs, struggles, and mustard seeds of faith. By acknowledging this human element, you enrich not just the sales experience but your own sense of purpose. Sure, we’re not all saints, but every interaction offers a chance for both parties to grow, to challenge their beliefs, and maybe even to shift a mountain or two. Your customer wants to buy. He needs you to help him believe.
If you’re like me, imperfect but striving for something more significant in your sales journey and perhaps life in general, you may find value in The Master Salesman: Jesus and the Art of Service. It’s not just a book about sales or faith; it’s about navigating the complex intersections of both.
As you explore these intersections, you might find that a guided approach can offer insights that are tough to grasp alone. Consider one-on-one Coaching and Training at Closer Classes. Sometimes, we all need a little help to nurture our inner mustard seed into something more robust.
The customer is ready to buy. He needs you to help him believe.
Imperfections and doubts can be assets, especially when they drive us to strive for more. This is true in both our faith and our sales careers. Even when belief in the product, the industry, or oneself falters, the mustard seed of faith, however small, can inspire us to move mountains. In acknowledging our struggles, we find our potential for growth, making each transaction not just a sale, but a step towards becoming who we want to be.