If you’re in sales, you know how important it is to keep track of your clients. Those who have already bought from you aren’t just past transactions; they’re a goldmine of future opportunities. In my book, The Master Salesman: Jesus and the Art of Service, I discuss the idea of “sold customers,” individuals who have already invested in you and your product. This is more than just a modern sales strategy; it’s a principle deeply rooted in the teachings of Jesus.
In the sales realm, the concept of “sold customers” is crucial for long-term success. They are the ones who already trust you, who’ve already been satisfied with your product or service. These people are more likely to buy from you again and even refer others to you. By treating these clients as valuable partners, you build a mutually beneficial relationship that keeps the sales cycle going.
My IDEAS Sales System incorporates the importance of keeping track of these sold customers. You’re not just selling a product; you’re building a relationship, which is why the system places emphasis on “Discovering” and “Evaluating” stages. This involves understanding their buying habits, recording their preferences, and noting any feedback or concerns. Even small gestures like remembering birthdays can go a long way in deepening these relationships.
Much like the IDEAS Sales System, Jesus also had a deep understanding of the importance of sold customers. He referred to himself as “The Way” and focused his teachings on the Israelites, his already ‘sold customers.’ The Israelites were the people who had an established covenant with God and were waiting for the Messiah to fulfill the promises made to them. “Hear, O Israel: The Lord our God, the Lord is one” (Deuteronomy 6:4, ESV). Jesus wasn’t disrupting the existing belief system; he was enhancing it. He declared, “I am the way and the truth and the life. No one comes to the Father except through me” (John 14:6, ESV), emphasizing that his mission was an extension, a fulfillment of the existing covenant.
The message here is poignant. Don’t overlook the people who have already invested in you; instead, use that trust as a foundation to build upon. Make them part of your long-term strategy. Acknowledge their importance, listen to their needs, and adapt your service to better fit their expectations. That’s how you truly serve and add lasting value.
As a salesperson, your Triad of Belief—belief in your industry, in your product, and in yourself—is instrumental in influencing your customers’ belief in you. Sold customers represent a belief already transferred, a relationship already established. It’s your job to nurture this belief and build upon it. The same was true for Jesus, who identified the Israelites as his sold customers, laying the groundwork for the global spread of Christianity that would follow.
If this idea intrigues you, I invite you to explore it more deeply in The Master Salesman: Jesus and the Art of Service. It’s a read that goes beyond traditional sales advice, drawing parallels between modern selling techniques and the age-old wisdom found in the teachings of Jesus. And if you’re looking to further personalize this approach, consider investing in one-on-one Training, Coaching, and Life Coaching at Closer Classes.
The customer is ready to buy. He needs you to help him believe.
The concept of ‘sold customers’ transcends a mere sales strategy; it’s deeply rooted in relationship-building. Nurturing this existing trust opens the doors to future opportunities, whether in business or life in general. This principle is exemplified in the teachings of Jesus, who considered the Israelites his ‘sold customers’ and built upon their existing belief system, showing us the enduring power of relationships.