In our modern world, where many transactions are instant, and interactions often seem shallow, it’s easy to treat clients and customers as mere numbers or problems to be solved. Yet, in my journey through sales coaching, life coaching, and training, I’ve learned that the key to sales success lies in understanding and connecting with the deeper desires, fears, and aspirations of those we serve.
In my book, The Master Salesman: Jesus and the Art of Service, I discuss the essence of Jesus’ approach to “sales.” One vivid demonstration of this principle is his interaction with a paralytic man, as described in the Gospel of Mark.
Picture a crowded house with Jesus teaching fervently. A group of men, driven by hope and desperation, attempted to present their paralyzed friend to Jesus, believing in his ability to heal. They went to the length of removing the roof above Him and lowering the man on his mat. While the physical ailment was blatantly evident, Jesus took a step back and addressed what wasn’t immediately apparent. He declared to the paralytic, “Son, your sins are forgiven” (Mark 2:5, ESV).
This response might seem startling to many, especially to those accustomed to addressing only the visible aspects of a situation. Some present even questioned Jesus’ authority. But what Jesus demonstrated was his innate ability to see beyond the surface. He realized that the man’s paramount burden wasn’t his physical condition but the profound weight of his sins. In forgiving his sins, Jesus was healing him internally, addressing the core of his anguish. And to assure the onlookers of his authority, he also healed the man’s physical ailment, commanding him to rise, take his mat, and go home.
Drawing a parallel to our present-day sales dynamics, clients might approach with an evident need or particular request. However, underlying these overt demands could be deeper motivations and aspirations. The challenge might not only be about acquiring a product but about achieving a sense of security, value, or fulfillment. By using the IDEAS Sales system, a salesperson can learn to emulate Jesus’ example: ask targeted questions, listen attentively, discern motivations, and respond to both overt and covert needs.
Connecting this to my own Christian journey, I too grapple with my faith, trying consistently to be the best version of myself. In moments of doubt, I often revert to Jesus’ teachings for clarity and direction. And this story of the paralytic man reminds me, and all of us in the sales profession, that success is about seeing individuals not as mere problems but as unique beings with distinct dreams, concerns, and requirements.
Additionally, Jesus’ wisdom wasn’t standalone. His discernment was rooted in a divine wisdom, shared with God from the inception of time. This wisdom, echoing principles from the Old Testament, underscores the importance of understanding deeper motives. As Proverbs 20:5 (MSG) puts it, “Knowing what is right is like deep water in the heart; a wise person draws from the well within.”
In a nutshell, Jesus exemplified an understanding that went far beyond the visible, teaching us that real connection, whether in sales or any other field, is about honoring the intrinsic value and complexity of each person. If you’re interested in understanding how Jesus can be the ultimate inspiration for modern-day sales practices, I invite you to explore my book, The Master Salesman: Jesus and the Art of Service. And if you’re eager to further hone your sales skills, adopting these timeless principles, consider joining us at Closer Classes for personalized training, coaching, and life coaching.
The customer is ready to buy. He needs you to help him believe.
Article Summary:
This article delves into a biblical account of Jesus healing a paralytic man, drawing parallels to modern sales dynamics. It emphasizes the importance of looking beyond apparent needs to understand deeper desires and motivations, urging salespeople to connect genuinely with clients, mirroring Jesus’ approach.
