In the realm of sales, there’s something profoundly significant about a Master List. It’s not just a list, but a living entity, one that is a testament to your dedication and a reflection of your self-belief. I delve deeper into this concept in my book, The Master Salesman: Jesus and the Art of Service. Inspired by Jesus’ teachings, this list becomes a crucial tool, just as his relationships with various communities guided his ministry.
Drawing from my book, you’ll learn that your Master List is essentially a gold mine of opportunities, capturing various categories of customers: those you’ve sold to, those still on the horizon, those abandoned by past representatives, and even those who are currently with your competitors. While Jesus’ ministry also had different kinds of ‘audiences’—the disciples, the skeptics, and those in need of healing—his approach was always tailored to the individual.
Now let’s tackle the how-to. Much like Jesus, who according to Matthew 4:19 (ESV), said, “Follow me, and I will make you fishers of men,” you too should aim to be a fisher of opportunities. The first step is keeping your list updated, even if you’re not a tech whiz. Whether you use a high-tech Customer Relationship Management system or plain old index cards, consistency is crucial.
So, you ask, why is this list more than just a list? It’s the embodiment of what I like to call the Triad of Belief. It reflects your belief in your industry, your product or service, and most importantly, in yourself. It’s a tangible manifestation of your ‘why,’ and your ‘why’ should be compelling enough to persuade others. Remember, a belief is infectious, and your Master List can serve as a tool to transfer that belief to your customers.
To further illuminate this point, the list also aligns well with the IDEAS Sales System I’ve developed. Just as you introduce yourself, discover needs, evaluate statements, adapt your pitch, and serve the customer through the sales process, your Master List becomes the cornerstone of these steps. It informs how you should adapt your strategies and serve your diverse customer base.
Now, imagine you’re at a networking event. Every handshake, every brief conversation, can be a future opportunity. Therefore, jot down those interactions. No piece of information is too trivial. These minute details could make all the difference in whether you make a sale or not. Your Master List is a treasure trove of these tiny fragments, making it the most valuable thing you’ll ever own.
As we move towards a more relationship-based selling paradigm, your Master List becomes indispensable. It transforms from a mere list into a vibrant network of connections, opportunities, and successes. Just like Jesus’ ministry, which was focused on fostering deep, personal relationships, your sales career should focus on genuinely understanding and serving your customers. Interested in understanding this philosophy deeper? Take a glance at The Master Salesman: Jesus and the Art of Service.
And if you’re seeking to bring your sales to a level of mastery, consider receiving one-on-one Training, Coaching, and Life Coaching at Closer Classes. Because when you invest in your growth, the sky is the limit.
The customer is ready to buy. He needs you to help him believe.
This article underscores the importance of maintaining a comprehensive Master List in sales. Inspired by teachings from Jesus and contemporary sales methods, it shows how this list is not just a record but a valuable asset that captures opportunities and mirrors your self-belief.