Garth Heckman

The David Alliance

[email protected] 

#The brotherhood manifesto

#TripleCsurvivor 

So what is it, Garth?

What’s the most powerful question to ask as a salesperson?

And I’m not talking about open-ended or close-ended questions here.

You see, after being in the sales industry for 22 years, and coaching over forty thousand salespeople…

I can tell you with no hesitation that every great salesperson I know asks themselves this question:

“If I were the customer, would I buy this product?”

Think about it.

If the answer is YES.

You’re no longer selling…

You’re simply advising.

You become an advisor, a friend.

This is where selling becomes so easy and natural.

But on the other hand, if your answer is NO.

And if you find yourself trying to convince yourself to not feel guilty about the product you’re selling…

That’s when all the objections, the struggles, and the embarrassing calls start to come up.

Now having said that…

Asking this question is so powerful, but it’s just the first step.

I was in a car ride with 2 other youth pastors and the one told me he grew up Christian light with a side of guilt. He would tell people how great Jesus was, and how much love he had for them and how fulfilling he was… but then he added - but not me- he can for you, but it doesn’t work that way for me. He said it took a solid 10 years to try to figure out why it worked for others (and he believed in it, he believed in Christ work on the cross etc…) but it just didn’t seem to work for him. After a long long long walk in faith he realized the difference was he did not fully understand Gods grace. As Spurgeon once said “grace is not grace until it is abused”. He came to realize that his whole walk up to that point was totally dependent on how well he performed. He would not let himself feel saved, righteous, loved fulfilled, hopeful etc… unless he knew he was not sinning for a long time… he had to earn it. Basically this mindset is “oh thanks for what you did on the cross Jesus, but its still completely dependent on wether or not I can earn it. Your death is null and void unless I perform on my end. 

When he finally realized that it had nothing to do with him and all to do what Christ chose to do on the cross - it dug a hole so deep into his heart and filled it with humility…he was so humbled at what God would do for him… knowing he did not deserve it, he could not earn it and even more amazing he could not lose it. When you walk in that… everyone wants what you want. You go from evangelizing and hoping someday you experience what you are telling others - to actually having people see it in your life.