Unlocking the Assumptive Close: Lessons from Jesus

Sales have often been perceived as a rigorous game of persuasion, but the real art lies in the genuine connection with the customer. The heart of sales is neither flashy marketing nor sly tactics; it’s understanding, belief, and genuine service. An ancient yet timeless figure who mastered this was none other than Jesus Christ. Let’s explore how we can apply His teachings to the modern world of sales, drawing from my book, The Master Salesman: Jesus and the Art of Service.

Sales might seem worlds apart from the teachings of Jesus. However, when we consider the essence of what Jesus did – connecting deeply with people, understanding their needs, and offering them salvation – we see parallels with the core principles of effective salesmanship. This isn’t about commercializing His teachings but drawing inspiration from His approach.

Jesus was, in a sense, in the “sales” business. He was “selling” belief, faith, and a transformative way of life. But his methods were devoid of pushiness. Instead, he embodied the “Triad of Belief“: firm belief in His industry (the Kingdom of God), unwavering trust in His product (Salvation), and complete self-belief. This unshakeable foundation is what allowed Him to create deep connections, not just transactions.

Take for instance His interaction with Matthew, a tax collector, and by the standards of that time, not a revered profession. Jesus didn’t come up with a rehearsed pitch or bombard him with reasons. He simply said, “Follow Me” (Matthew 9:9, ESV). That’s it. No frills, no fluff. Just a genuine invitation based on recognizing and understanding Matthew’s deeper needs. The result? Matthew didn’t just buy into a product; he embarked on a transformative journey.

Another profound example is Jesus’ encounter with Peter. He saw the depth of Peter’s faith and his untapped potential. Instead of long discussions, Jesus simply invited him, promising to make him a “fisher of men” (Matthew 4:19, ESV). Peter’s immediate decision to follow is a testament to Jesus’ approach’s effectiveness.

Then there’s Zacchaeus. Jesus didn’t negotiate or try hard sales tactics. He declared, “Zacchaeus, come down immediately. I must stay at your house today” (Luke 19:5, MSG). By deeply understanding Zacchaeus’s needs, Jesus positioned Himself as the solution, sure that Zacchaeus would resonate with His offer. This interaction transformed Zacchaeus’s life.

These stories aren’t just ancient tales; they illustrate the essence of the assumptive close in sales. Both the seller and buyer, deep down, know that the solution presented is the right fit. There’s no ambivalence, just a shared understanding and belief.

Jesus’ art of closing wasn’t based on manipulation; it stemmed from an innate ability to sense the right moment, an undying belief in His offering, and a deep understanding of the individual in front of Him. It was service in its purest form.

In today’s competitive market, it’s easy to get lost in targets and numbers. However, as I delve deeper in The Master Salesman: Jesus and the Art of Service, it becomes evident that the key to effective sales lies in genuine connections, not mere transactions. By truly understanding and believing in our industry, our product, and ourselves, and sensing when the customer shares that belief, the assumptive close becomes not just a technique but a heartfelt approach.

This isn’t just about selling more; it’s about transforming our approach to sales. Just like Jesus made disciples out of ordinary men, we too can turn customers into loyal followers, not by aggressive tactics, but by genuine belief and service.

For those intrigued by this perspective and wish to delve deeper, The Master Salesman: Jesus and the Art of Service is a resource I’ve crafted with the same intention. And for individuals looking to further their skills in sales, the path to personal coaching and specialized training awaits at Closer Classes.

The customer is ready to buy. He needs you to help him believe.

Article Summary:
Drawing inspiration from Jesus Christ’s teachings offers a fresh perspective on sales, emphasizing belief, service, and genuine connections. By understanding and believing in our product, industry, and ourselves, the art of the assumptive close transforms sales from mere transactions to meaningful relationships.

Books Available

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The Simplest Sales Book

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The Master Salesman

The Master Salesman - Jesus and the Art of Service - Buy now on Amazon

Jesus and the Art of Service

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