Maximize Your Income And Business Relationships
Business / Economics / Christian Living
Date Published: June 16, 2026
Publisher: Lucid Books Publishing
Selling God’s Way is a book that explains how to apply biblical principles to all aspects of professional selling: Prospecting, Questioning, Presenting, Closing, Servicing, and Handling Objections. Filled with biblical scripture and stories, the book presents the best way for any salesperson to maximize their income and business relationships, regardless of religion. Many people all over the world, and throughout all of time, believe that biblical wisdom remains the most valuable forever.
Overcoming Objections
Whenever a prospect stops or stalls a sales process, it’s
because of one or more objections, which may be communicated or uncommunicated.
However, our needs as salespeople require us to complete sales processes,
stopping or stalling a sales process only when we deem it necessary. We must
overcome any objection from a prospect, then restart the sales process.
Successfully completing this challenge flows from an honest examination
of a prospect and the current sales process. Whenever a prospect presents an
objection, indicating that they will not be buying, or by procrastinating,
preventing the sales process from progressing, we need to ask them why. Doing
this starts an examination of the sales process.
With communicated objections, we examine the prospects’ answers
as to why the sales process can’t go forward. With uncommunicated objections,
we must examine why the sales process stopped from another perspective. We can
look back upon all that has occurred during the sales process or seek godly
counsel from another person to gain a better perspective of our selling
situation. We may find the reason why an uncommunicated objection stopped the
sales process through social media or published industry news. For example, we may
uncover via social media or a new source that executives and the priorities in
the company have changed, or that a new technology has brought about a company
shift regarding goals and focus.
James also says in the first chapter of his book on
Christian living, “Do not be deceived.” Asking “why” questions places the
entire sales process under scrutiny, so neither we nor our prospects get
deceived. Under righteous scrutinization, we can ask even more questions to
determine the validity of the objection and uncover concealed objections that
may contain the real reason why the sales process stopped. We’re questioning to
gain an understanding of what the objection is, why it exists, and why it ended
our sales process. We need to find out if an objection arises out of facts,
opinions, or misconceptions. We also need to discern the prospect’s veracity.
Our conclusions about the prospect’s integrity will guide us as we attempt to
overcome objections, leading us to confront prospects to refute or ignore
objections. Our goal is to prevent the objection from halting or hindering our
sales process (see James 1:16).
While asking “why” questions, we can begin overcoming objections
by resolving any concerns that brought about the objection, refuting the
perceived validity of the objection, or dissolving any importance attached to
the objection. We do this by using the truth about what we sell and how we sell
it; this tactic calls for an honest examination of what’s been occurring in all
aspects of the sales process.
We must examine every phase of the sales process for righteousness
and thoroughness. We need to review how we prospected for this potential buyer:
Hopefully, we dug deep enough to find the right type of potential customer and
are interacting with this prospect based on biblical principles. We must
analyze the questioning stage of this sales process, knowing that we needed to
gather enough of the right type of information to create a passionate,
persuasive presentation. We need to dissect the presentation delivered to
ensure that the solution presented helped to solve a problem or maximize an
opportunity. Our presentation should also have met specific needs and been presented
alongside a vision of the future that communicated a complete understanding of
the client’s situation. We must review our closing actions, hoping to see a
high-quality closing principle, program, and promise—a closing principle that
expressed a truth that we undoubtedly hold about our product or service that’s
directly related to meeting that prospect’s specific needs. The closing program
should have sparked a sense of urgency, as it instructed or affirmed the action
steps needed to complete the purchase, and it should have included a closing
promise that predicted the outcome if the prospect adhered to the principle and
followed the program.
It’s important to note that we can question prospects to clarify
what’s been happening during the sales process. Input from prospects can be
illuminating. If we discover discrepancies during our dissection of the sales
process, then as people selling God’s way, we need to repent and begin again,
restarting the sales process at the point we strayed from selling righteously. However,
if we do not detect any deviations from selling righteously, then we need to
continue overcoming objections by resolving concerns, refuting validity and
dissolving importance.
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