Jesus is not unnerved by His critics. He is not stressed about the skeptics. In John chapter 5, he provides an incredibly effective model for establishing credibility and overcoming doubt in the minds of the seekers of truth. You see, if your prospects are only looking for a way to count you out, they will always be able to find an excuse. But if they are looking for a solution and have natural doubts about you, your company or what it is you are offering, you have good reason to hope.

 

Jesus told His critics that although He could testify on His own behalf, He knew they wouldn’t accept it. Isn’t it interesting how many sales people expect prospects to accept their claims just because they know they are telling the truth? They even get upset or their feelings hurt when a prospect has legitimate doubt. Why wouldn’t they? There are plenty of scams running 24/7. (If you don’t believe me try reading all the spam in your inbox!)

 

So Jesus offers four witnesses, the third of which… “And the Father Himself, who has sent Me, has borne witness of Me. You have neither heard His voice at any time, nor seen His form…” He offers God, the final authority as the recognized or accepted authority as a witness. So who do your clients or prospects recognize as the highest authority in your industry. If you sell tax shelters, it could be argued that the IRS is the final authority on that product. Whoever is the accepted final authority in the mind of your prospects makes for a great witness for you. What authority would they consider to be “the end of the matter”? That’s who you need to vouch for you!

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This entry was posted on Thursday, January 11th, 2007 at 4:35 pm by Michael Pink and is filed under Selling Among Wolves. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.