Donald Kelly | Best Sellers In History – “Jesus Christ”

Disclaimer: This episode isn’t to convince listeners to become Christians; it’s to highlight how Jesus Christ persuaded people (a crucial sales trait.)

As we near Christmas Day, we thought it would be fun to revisit an episode from the TSE Archives. In this episode, Donald kicked off his “Best Sellers in History” series with Jesus Christ. How did he start a movement, persuade people, and convince people to change their lives? Well, he sold them on the idea! And here are the seven reasons he was so successful:

He Showed Sympathy and Built Rapport:

• Even when nobody else would, he sat with ordinary people and those marginalized by society.
• People didn’t understand these actions, but Jesus shared that a physician comes to heal the sick, not the healthy.
• In the same way, Jesus spent time with people who needed his help the most. 

He made an impact:

• Jesus modeled how he wanted people to treat one another.
• As a sales rep, set yourself apart from others by understanding your prospect's pain points and then offering a solution. 
• Consider writing a blog or creating content related to your prospect's challenges. 

He Was a Skilled Storyteller:

• In one instance, a man tried to trap Jesus while preaching by asking him how to receive eternal life. In response, Jesus replied with a question about what was written in the law. 
• The lawyer replied that one should love the Lord with all his heart, soul, and strength and love his neighbor as he loves himself.  
• He then asked Jesus who he should consider his neighbor, and Jesus shared the story of the Good Samaritan.
• The story of the Good Samaritan was relatable, and the people listening understood the point he was making. 

He Shared a Vision

• People believed in Jesus because he fulfilled prophecies laid out in scripture. When Jesus preached, people listened to his message of hope.
• As a sales rep, understand a prospect’s pain points and challenges. As you get to know them, you’ll have the opportunity to offer hope through your product or service.

He Challenged the Status Quo:

• Challenging the status quo helped people trust Jesus to make the right decisions.
• In sales, we can experience the status quo and get stuck in familiar patterns. The most daunting competitor isn’t another sales rep but your client’s comfort zone.
• The conversation may be bold, but sometimes it takes boldness to get people to change. 

He Listened Effectively

• Throughout his ministry, Jesus listened to people’s stories and showed mercy and compassion. 
• As a salesperson, imitate Jesus by listening to your prospects. Whether through a phone conversation, a LinkedIn post, or an email, listen to what they say. 
• Go through reports, annual filings, and quarterly earnings to better understand a prospect’s pain points and focus on what they say rather than what you can say next.

He Asked Powerful Questions

• In sales, you don’t have to give your prospects an answer right away if additional questions or clarifications are needed.  
• When you hear “I’m not interested,” don’t take that at face value and end the conversation. 
• In every objection you face, you can learn more and get closer to finding a solution.

He Invited People to Change

• Jesus asked people to do hard things. He gathered his disciples early in his ministry and told them to leave their livelihood as fishermen to become fishers of men.
• When salespeople ask clients to use their products or services, you invite change to occur. 
• Be proactive, ask for change, and b