Sell Like Jesus: 7 Characteristics of Christ For Ethical Sales

When a buyer doesn’t give you her decision at the meeting and you have to follow up to get it, ask her when you should follow up, and get her to write your follow-up script. “I’ve made a note to call you on x date at x time. What exactly should I be asking you when we connect?” That question elicits more information about what needs to happen for h

Think about how you currently start various types of sales interactions (initial call, initial meeting, follow ups, presentations, etc.). Revise your approach to make sure it includes a statement that invites discussion of what’s important to the buyer, what you want from the conversation, the possible outcomes (no go, or go on to the next step), a

How could you set expectations prior to discussing their budget, prior to asking for their decision, prior to doing a presentation, to set up a follow up plan, to ask for referrals, etc. Remember, you put people at ease any time you can give them an idea of what to expect before you engage in that topic.

“Sell Me A Pen,” used by many sales managers to evaluate their salespeople’s powers of persuasion. Most salespeople, feeling the pressure to perform,

Presenting information without tailoring it to the individual buyer’s unique needs leaves too much room for unanswered questions, and the buyer will find a way to say no, directly or in the form of “I want to think it over,” or “I’ll get back to you.” At that point, you’ve lost their trust and they seem to disappear, never returning your attempts t

The key to change is to take action; do something different! Head knowledge is just that: it stays in your head. Understanding comes through actions that apply what you know. Wisdom is the result of knowledge plus understanding accumulated through multiple experiences.

“I’d be happy to. Help me out; we have a lot of different things I could send. What were you hoping to see in the literature, so I can narrow it down and send you the right thing?”

The author of that approach is Jesus, and the seven characteristics He displayed that foster ethical sales are: character, connection, clarity, comprehension, certainty, choice, and commitment.

How can you set the stage for your next point of contact before you finish the conversation you’re in?