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What is a Salesman? Sales is probably the most misunderstood profession in the world. What do you think of when you hear the word “salesman?” You might think of a fast talking individual, who wears flashy gold chains, with greased back hair. He’ll say anything or do anything to make the sale. He’ll trick you and lie to you. If you do purchase a product or service from him, you’ll quickly discover that you got cheated. That’s NOT a salesperson, that is a con man. Sometimes a person who doesn’t understand sales will try and compliment a sales professional by saying, “He so good, he could sell ice to Eskimos.” Actually that couldn’t be more wrong (and it’s kind of an insult). Eskimos don’t need ice. Anyone who does that is a con man. That brings us to what a salesman is. A salesman has a product or service to sell. What he does is finds people who need what he is selling. He may have some pre-conceived ideas about a client. He may assume that they could benefit from what he is selling, but he has to confirm that assumption. He does that by asking questions. It’s just like a doctor asking you what your symptoms are. He asks questions and listens. When he has a complete picture of the situation, he can then make an educated recommendation for treatment. True sales professionals must firmly believe in what they are selling. If you sell something that you don’t believe in, your conscience will eat a hole in your stomach. When you sell something that you know deep down in your heart will help the customer, you feel very good about it. You can’t wait to see them later and ask them about it. You build a list of clients who know that you have their best interest at heart.
There are three things that have to happen in sales: 1. They have to like you. I don’t mean you are best friends and hang out together after work. I mean you need a friendly smile, a confident handshake, and genuine warmth. There’s a positive energy that surrounds you. 2. You have to have credibility. You may be the nicest person in the world, but if you don’t know your stuff, you can’t help them. You need to know your product or service completely, know how it’s used, and understand how and why it will benefit the customer. 3. You have to be trustworthy. You are truly interested in helping the customer, and it shows. Trust is something that develops over time. You promise something and then do it as promised. If you make a mistake, you admit it, correct it, and take steps to insure that it doesn’t happen again. Why is sales so hard? Because most of the time, a potential customer is very skeptical. They’ve dealt with the “con men” before, so they don’t trust you. It’s very possible that they can’t see how your product or service will benefit them. That’s where the “sales” comes in. You have to educate, demonstrate, and motive them to invest in what you are selling. Nobody likes rejection. We don’t like hearing the word “no.” The reason most people don’t like the idea of being in sales, is that they take the “no” as a personal rejection. It’s OK to be disappointed, but the prospect said no to what you proposed, not to you. Many times, the no’s open up opportunity to ask more questions that ultimately lead to a “yes.” One final thought. Not everyone who could benefit from what you are selling will say “yes,” but some will. It’s a salesman’s job to find prospects and present the opportunity. How does all this apply to us as Christians? Firstly, we can easily recognize Satan as the con man, with the false promises and lies that lead to destruction. We can also see how it’s our obligation to present the opportunity for people to come to Christ. Unfortunately, they may not realize it. Nobody “needed” a generator before the ice storm in January. Did you know that over 10,000 generators were purchased after the ice storm. The good news for us is that EVERYONE who is not a Christian needs what we are selling. The bad news is that after Christ comes back, there won’t be a chance to get ready. The time for preparation is now. Remember, the three qualities necessary for sales? Be friendly, know the Bible, and build trust by always making sure your genuine concern for their well being is first and foremost. –Kevin Riecke
(Editor’s
Note: I asked Kevin to write on the above subject since he is involved in sales.
Many of the attributes he mentions is needed in preaching and teaching the word
of God. Everybody needs the Gospel of Christ because all have sinned and fall
short of the glory of God, Romans 3.23. Satan is a liar and a deceiver. Jesus
makes this point in John Finally, I want to
relay a story I heard. Two men were on a plane trip, one was a preacher. They
were having a conversation when the pilot spoke on the intercom. He said they
were having mechanical problems and were in danger of crashing. The one man
turned to the preacher and said “do something.” The preacher responded, “I
am in sales and not management.” We are not in the position to dictate to God
but we are to be spreading His word.) |