In the realm of impactful communication, few stand out as prominently as Jesus. His legacy is not just rooted in His teachings, miracles, or prophecies, but deeply embedded in His unparalleled ability to ask the right questions at the right time. The New Testament portrays Jesus as an astute questioner, skillfully using inquiries as a means to draw out profound self-realizations from those He engaged with. His method of questioning offers an invaluable lesson, especially for those in the sales industry.
In the book The Master Salesman: Jesus and the Art of Service, there’s an exploration of how Jesus’ art of inquiry is directly relevant to sales professionals today. While it might seem far-fetched to draw parallels between spiritual teachings and sales strategies, a closer examination reveals the underlying principles are closely aligned.
When Jesus asked questions, it wasn’t for His benefit. He, being omniscient, already knew the answers. Instead, His approach was aimed at igniting introspection and self-discovery in the person He was speaking with. These were not generic, one-size-fits-all questions; they were tailor-made, aimed at prodding individuals to challenge their preconceptions and arrive at deeper truths.
Similarly, in sales, questions serve a dual purpose. They provide the salesperson with a clearer understanding of the client’s needs and desires. At the same time, they prompt the client to reflect on what they genuinely want and need. This method mirrors the IDEAS Sales System, particularly the phases of Discovering and Evaluating. These phases emphasize the importance of active listening and deeply understanding what the client is saying.
Let’s consider Jesus’ mission and how it relates to the “Triad of Belief” framework. Jesus’ “Industry” was the Kingdom Of God, His “Product” was Salvation, and despite His human vulnerabilities, His belief in Himself was steadfast. His mission was clear: transfer these beliefs to humanity. Using the Triad of Belief, we understand that sales is about fostering a belief in your industry, your product or service, and yourself. The end goal is to transfer that belief to your customer.
If we break it down:
- Jesus believed in the Kingdom Of God (His Industry).
- He offered Salvation (His Product).
- Despite facing human challenges, His belief in Himself never wavered.
His goal? To transfer these beliefs to all. The world today, with billions identifying as Christians, stands as a testament to His unparalleled salesmanship.
While I’ve been privileged to draw parallels between Jesus’ teachings and modern-day sales through my work and book, like most, I too grapple with my faith, my personal shortcomings, and my aspirations to be a better individual. Yet, it’s these very struggles that add depth and authenticity to the insights shared.
By adopting Jesus’ method of inquiry, salespeople can transition from simply selling a product to providing a tailored solution. It’s not about pushing a product but guiding the client towards what’s truly best for them. After all, as highlighted in the IDEAS Sales System, the final step is Serving – recognizing that the essence of selling is to serve and help the customer.
So, how can you incorporate this into your sales approach? By actively listening, genuinely seeking to understand, and asking the right questions. These aren’t just tactics to close a sale but strategies to build lasting relationships rooted in trust and mutual respect.
For those eager to delve deeper into these transformative sales insights and principles, The Master Salesman: Jesus and the Art of Service is a resource worth exploring. It promises a fresh perspective, bridging the worlds of spiritual wisdom and sales acumen.
As you embark on this journey of self-improvement and professional growth, remember that you’re not alone. Expert guidance can make all the difference. Whether it’s refining your sales strategies or navigating life’s challenges, consider leveraging the benefits of one-on-one Training, Coaching, and Life Coaching at Closer Classes.
The customer is ready to buy. He needs you to help him believe.
Jesus’ art of inquiry provides invaluable lessons for sales professionals. Through tailored questioning, salespeople can discern client needs and guide them to tailored solutions, reflecting the principles of the IDEAS Sales System and the Triad of Belief. Embracing this approach fosters genuine client relationships rooted in trust and understanding.