Creating a Buying State is the First Step to Making the Sale
In my book, “Sales According to Paul,” I outline a method that millions have used to share the gospel of Jesus Christ called, “the Romans Road.” The reason that so many have used the Romans Road is because it is concise way of sharing the gospel message using Scripture as reference. Here is an outline […]
Tailor Your Product Demonstration to Your Customer
As a salesperson, why would you want to tailor your product demonstration to your customer? Well, the question almost seems redundant if asked point-blank. Yet so many salespeople seem to do what I call, “Vomit the value proposition.” In other words, the product demonstration becomes like show-and-tell where the salesperson just runs down a list […]
Can the Vietnam War Teach us Anything About Selling?
For nearly 200 years, since its inception, the United States had not lost any major military battles. Though the war in Korea should have given some guidance since it ended up a stalemate, the United States repeated many of the same mistakes in the war in Vietnam. By all accounts, the United States lost that […]
Loving My Customer as Myself
The apostle Paul demonstrates how I might love my customer as myself when he talks about the great anguish that he has to reach his people for Christ. There are three types of love that a salesperson must have to build a lasting career in sales. The verse below illustrates one of those qualities, which […]
The Five Questions Salespeople Must Ask
As we mentioned in the our last article titled, “Asking the Right Questions,” selling is about solving problems. Many Salespeople are so excited to tell customers all about their wonderful product that they completely forget to ask the customer what she wants, or what problem she is trying to solve. The number one complaint customers […]
Asking the Right Questions
If any of us look close enough we are going to find areas in our life where we want something for ourselves but what we are doing currently to obtain it is not working. In fact, the essence of sales is helping people replace a process or product that isn’t working with one that will. […]
Overcoming Prejudice in Sales
Though I am sure that bigotry does exist in every profession, my experience leads me to believe that it is much less prominent in the sales profession. Green, the color of money, is the primary color concerning most salespeople. As we look through Paul’s treatise on transformation in Colossians 3, we learn that Paul warns […]
Selling by the Numbers – Acts 17
While traveling on one of his final missionary journeys, Paul received an image in a dream that led him to go to Athens. While there, Paul gave a master sermon that was relevant to the people of his day. Paul gave the sermon and the famous Areopagus in Athens, Greece. There, philosophers gathered, and the […]
Ridding Ourselves of Our Old Ways
We continue to look at Paul’s Model for Transformation outlined in Chapter 3 of Colossians. In verses eight through ten, Paul encourages his readers to avoid falling into, “Old ways.” Working in sales can certainly help manifest hidden anger and malice that you did not know you had. But now you must also rid yourselves […]
Transforming Our Minds for Sales Growth
In Chapter 3 of Colosians, Paul lays out his model of personal transformation. In our last article in our series, we focused on verse one. Paul encouraged the reader to get their hearts right. In the very next sentence in the chapter, Paul implores us to also set our minds on godly things. Theologians and […]