Getting to Y.E.S.

If you’re in business in any capacity, then you have likely wondered how to get customers to say yes.  In this age of conscientious consumers, where people are more intentional when they spend, how do you get people to invest in your product or service?  In times when large corporations dominate consumer markets, how do smaller ventures get market share?

Getting to yes was one of Paul’s specialties.  In Acts 17:22-33, Paul addressed some people in Athens, Greece.  They had bought into the “sales pitch” of the “large corporation” of idol worship, but Paul, an unlikely “small business owner,” seized the opportunity.  His actions in these verses will help you get to Y.E.S. – the opportune moment when You Execute the Sale.

Here’s what Paul did:

(1) IDENTIFY: “It is plain to see that you Athenians take your religion seriously” (Acts 17:22, MSG).  As efficient as this may seem in a world where people are busy or pressed for time, you can’t go straight to the sales pitch.  You have to connect with people.  If you build a bridge to their heart, you can secure their hand in your opportunity.

Paul spent time in Athens observing, processing even the minute details.  He used all of his observations to connect with the people in Athens.  You can do the same thing.  Spend time learning about people.  Immerse yourself in their situation.  I’ve learned that people will listen to people who prioritize them.  John Maxwell says it like this, “People don’t care how much you know until they know how much you care.”  As you spend time with people, file away what you learn.  It will come in handy later!

(2) INFORM: “I’m here to introduce you to this God so you can worship intelligently, know who you’re dealing with” (Acts 17:23, MSG).  After Paul identified with the people in Athens, he informed them about his “product.”  He used the opportunity afforded by the connection to converse about what he had to offer.

Paul followed a progression that I advise you to weave into your informative pitch:

• COMMENT ON COMPETITION: Paul started by talking about his competitor: idol worship.  He knew the specific details about the “company” the Athenians embraced before his arrival.  You must be just as knowledgeable about your competition.  Know what they do well and why your potential customer may have selected them for a service you offer.
• CONTRAST AND COMPEL: Next, Paul introduced his product as the better option.  He did this by contrasting it against their preferred vendor.  Then, he explained why (compelled) his product was a better option.

You can do the same thing.  When talking to someone who has chosen a competitor for a service you offer, start by contrasting.  You don’t have to “sling mud” against your competitor.  Just address where their product falls short of excellence.  Then, compel your potential customer by showing how your product is a better fit.

(3) INVITE: “The unknown is now known, and he’s calling for a radical life-change” (Acts 17:30, MSG).  Paul concludes his progressive conversation by inviting the people to a better way.  In business, it would be called giving an opportunity to purchase the service.

Quick note – some of the people turned Paul down.  Others bought in.  The same will be true for you.  You will be successful at times and closer to success at others.  When you get close to success, and need some encouragement, check out my post entitled “Rebounding After No.”

Some people bout into Paul’s offer.  Let me say that again.  Some people bought into Paul’s offer.  This means his technique worked.  He was able to execute the sale.

I believe you have the same potential.  Identify with people, inform them about your product, invite them to purchase.  If you follow this progression, then I believe and decree you will execute the sale!  I believe and decree you customers will decide yes more frequently than no.  I believe and decree that God will bring you great success!