If you’re involved in sales, you already understand the challenge of juggling various types of customers: those loyal to your brand, those who are interested but hesitant, and even those who’ve opted for your competitor’s offerings. As a sales coach who emphasizes the philosophy of selling to help, I’ve come to realize that the key to unlocking your sales potential can be found in a rather unexpected source: Jesus and his interactions with different kinds of individuals. In my book, The Master Salesman: Jesus and the Art of Service, I delve into how Jesus’ approach to different people can transform your sales strategy.
Let’s break down your audience into categories much like Jesus had his diverse set of followers and skeptics.
Your Powerbase
Imagine your circle of family, friends, and close acquaintances as your disciples. Just like Jesus knew his disciples intimately, you know these people very well. Jesus spoke to his disciples with depth and understanding. Applying this in a sales context means connecting with your powerbase at a level where you can align your products or services to their specific needs.
Sold Customers
These are the people who already believe in your product or service. Just like followers of Jesus had unshakable faith due to his miracles and teachings, these customers have experienced the value you provide. When Jesus addressed his believers, he revealed deeper truths. Similarly, this is where you can provide additional value or insights to ensure a longer-lasting relationship.
Unsold Customers
Do you remember the story of the rich young ruler who approached Jesus but couldn’t make the commitment to follow him? The ruler is akin to potential clients who are interested but hesitant. Jesus showcased a blend of understanding, patience, and gentle persuasion. He didn’t employ aggressive tactics; instead, he addressed the ruler’s reservations clearly and offered assurance. Implementing this principle will require a deep understanding of the customer’s needs, perhaps employing the IDEAS Sales System which emphasizes evaluating and adapting your presentation based on the customer’s feedback.
Orphan Owners
These are customers who may feel disconnected due to a change in your sales staff. Jesus reached out to marginalized individuals like tax collectors. They need assurance, compassion, and to feel valued once again. In the same vein, reconnecting with these customers and making them feel valued can bring them back into the fold.
Customers of Your Competitors
Jesus was open to engaging with people from various backgrounds, even those who followed other religious teachers. His approach was never confrontational but based on meaningful dialogue. In the sales landscape, this translates to showcasing your unique offerings in an open conversation, respecting their current choices while highlighting how you could provide added value.
At the heart of these diverse approaches is the genuine intent to serve, which resonates with the very essence of my coaching principle, the Triad of Belief. Belief in your industry, belief in your product, and belief in yourself are essential to transferring that conviction to your customer. It elevates your transactions into meaningful connections, offering value and building trust.
If this approach to sales intrigues you, you might find it beneficial to delve deeper by reading The Master Salesman: Jesus and the Art of Service.
Towards the end of your journey, individualized attention can further enhance your skills. That’s why at Closer Classes, we offer one-on-one training and coaching that align with these principles to help you transform your sales from mere transactions to meaningful relationships.
The customer is ready to buy. He needs you to help him believe.
Article Summary
This article unpacks how lessons from Jesus’ interactions can offer transformative insights into managing various customer types in sales. It outlines the importance of understanding and empathy towards your audience and stresses the importance of making meaningful connections through value and trust.
