Fear can be a powerful force in sales, capable of stifling even the most seasoned professionals. One such fear that many grapple with is the “Fear of Appearing Desperate.” This fear can be particularly paralyzing, causing salespeople to shy away from reaching out to past or prospective customers, lest they appear needy or unsuccessful. It’s a state of mind that can significantly curtail the growth of client relationships and limit business expansion. However, this need not be the case. In the realm of spiritual wisdom, lessons from Jesus’ Parable of the Lost Sheep offer a unique perspective that can help us to overcome this fear.
The Parable of the Lost Sheep, narrated by Jesus in Luke 15:3-7, brings forth a poignant message. Jesus speaks of a shepherd who leaves ninety-nine sheep in the open field to search diligently for just one lost sheep. Upon finding it, he rejoices and brings it home, inviting his friends and neighbors to celebrate with him. Far from appearing desperate, the shepherd’s actions reflect deep care, commitment, and an understanding of the intrinsic value of each sheep.
The shepherd’s actions can serve as a metaphor for the kind of relationship a salesperson should aim for with their customers. The principle aligns well with the Triad of Belief, emphasizing strong belief in one’s industry, product or service, and most importantly, oneself. He isn’t guided by how his actions might be perceived but is driven by a genuine desire to serve and protect what is valuable to him.
Now, let’s talk practicalities. Salespeople often hesitate to reach out to old customers, worried that doing so would indicate desperation or lack of success in their business. But what if we change that narrative? What if reaching out to a dormant customer isn’t a sign of desperation but a demonstration of your genuine care and commitment? This approach mirrors the IDEAS Sales System, particularly the principles of Evaluating customer needs and Adapting your approach to provide the most value.
In this reframing, reaching out becomes an act of service, a chance to re-evaluate the customer’s current needs and adapt your offerings accordingly. Far from appearing desperate, you come across as someone committed to providing ongoing value. And if this mindset resonates with you, then you’ll appreciate the explorations and reflections found in The Master Salesman: Jesus and the Art of Service, where this and many other fears are dissected through a spiritual lens.
As you consider your own fears and hesitations, remember that even the most spiritually elevated among us—like Jesus—faced fears and negative perceptions. But what made Jesus’ approach effective was His unwavering belief in His mission and His teachings. Sales, at its core, is about transferring belief; belief in your industry, your product, and most crucially, yourself. If you’d like to delve deeper into transforming fears into success pathways in sales or life, consider exploring one-on-one Training and Coaching at Closer Classes.
The customer is ready to buy. He needs you to help him believe.
This article delves into the debilitating “Fear of Appearing Desperate” in sales and offers a transformative perspective inspired by the Parable of the Lost Sheep. Using this parable as a metaphor, the article emphasizes that reaching out to old customers should not be viewed as desperation but as a renewed opportunity for service, aligning well with the core principles of belief in one’s industry, product, and self.