Predestination, Sales and Stubbornness

March 9, 2020

My Dear Reader,

I broach this topic with some trepidation, and some fear that the way in which I may present it to you could come across as holier-than-thou, or one of inexperience. But my efforts here are not to dissuade or present any sort of new sales theory, but just some observations I’ve collected in the past 3 years of working in this industry. I want to start with the topic of predestination for a very specific reason, and it’s one that I think can help ease your mind when bringing a product to someone.

Predestination is a uniquely Christian topic. Even within the confines of Christianity it is still not shared by all faiths. An Orthodox priest or Catholic priest will tell you that anyone and everyone can be a Christian if they simply follow the church. For Protestants and Calvinists, this is simply not the case. The argument essentially boils down to the fact that God has sovereignty throughout all time and all lands, and because God has sovereignty you do not. That means your will and your direction are not your own, but Gods. It is why some hear the gospel and follow Christ and others hear the gospel and laugh and mock the ordained. As for your own beliefs on the subject, don’t look at this small paragraph for an answer, but I would strongly encourage you to follow RC Sproul, Ravi Zacharias and Ligonier Ministries. For these observations we will be assuming that predestination is the way the world works.

There are times in our businesses where we meet that ideal client where we agree on so many things that it almost feels like we’re not selling at all, and there are those times when it feels like we are talking to a brick wall. Traditional salesmanship will tell you to treat them both the same, follow up with both of them 18 to 20 times in order to close the deal and not to let them say no or provide any of their own unique thoughts during any presentation. However it’s my contention that some people will simply never see your side of the conversation. I’ve noticed that it often doesn’t depend on your actual products that determines whether or not you’ll make a sale, but whether or not the client sees the problem that you do. they don’t see a problem, how could you possibly provide a solution?

It’s because of this belief that I don’t chase in a way that other salesmen do. If I can agree with my prospect that there’s a problem in certain areas of their life, then there is very little follow-up needed because they want the solution. However if I find that they don’t believe there is a problem, then I believe there’s no need to do business and no follow-up occurs. Whether it’s more successful or not over other selling systems I have yet to determine, but I find that it certainly takes a lot of the stress out of the job. And I believe it shows proof that some people are simply predestined to do business with you, and others are not. I would love your comments on this overview and would appreciate your experience as well.

To your Creation and Potential

Kevin Prendiville