Musing – How to Sell a Large Intangible, like the Gospel?

Hebraic Musing – How to Sell a Large Intangible, like the Gospel?

What is an “intangible”?  By definition – adjective: unable to be touched or grasped; not having physical presence.  When preaching the Gospel to unbelievers (those who do not understand) are we trying to sell an intangible?  The wonderful product we call “The Gospel (good news) of Jesus Christ” has to be classified as an intangible – one of the more challenging products to sell.

I see a striking similarity here to the technique we used when selling high dollar consulting projects.  Our approach followed a pattern from Spin Selling by Neil Rackham 1988.  “SPIN” was the acronym for Situation, Problem, Implication, Need.  The stepwise approach can be summarized by posing and processing four questions in series –  (S) What is the Situation?; (P) What is the Problem or what’s wrong?; (I) What are the Implications or costs of that problem?; (N) What do we Need to do to fix it; what’s the reward for fixing it?

Interesting – If the sales process went according to plan, by the time we got to Need, we did not have to ask a classic “closing question”; because the client would ask us “How soon can you start?”  

Does this approach apply to preaching the Gospel and the need for salvation?  How could we unfurl these questions into a Salvation message?   Italicized answers are mine, but you can and should use answers appropriate to your audience.

(S) What is the Situation?   All have sinned and fall short of the glory of God.  We have a sin nature.  What happened in the Garden of Eden?

(P) What is the Problem?  Or what’s wrong?   God is perfectly righteous and cannot tolerate sin.  We have offended God by our actions.  Have you ever sinned?   We do have eternal life, but where?  Is that good news or bad news? 

(I) What are the Implications or costs of that problem?   Sinners are not allowed in heaven to live with a perfectly righteous God.  The cost or implication is we are doomed to eternal damnation (Unless we accept “Christ Crucified” for our sins).  Why did God allow His son, Jesus, to be crucified?

(N) What do we Need (Reward) or how can we fix this problem?  Acknowledge Jesus as your Savior and make Him Lord of our life.    What are the payoffs or rewards if we resolve the problem?  ♫The joy of the Lord is my strength… He gives me living water And I thirst no more…♫

After completing the SPIN cycle with the unbeliever, we might find them answering the “Need” question themselves!  Remember what the Jailer said after listening to Paul and Silas overnight in jail?  “Sirs, what must I do to be saved?”   And Paul closed the sale easily but saying “Believe in the Lord Jesus, and you will be saved —you and your household.” Acts 16:30-31 NIV

 Points to ponder

What words would you use to help an unbeliever go through the SPIN cycle?

Was the SPIN process intended by Jesus when He told us to
“Go into all the world and preach the gospel to all creation.”  Mark 16:15

♫   I NEED Thee, oh, I NEED Thee;   Every hour I NEED Thee;…  ♫ 

Yosef   a.k.a.  Joe Brusherd                                            April 10, 2018

Author: “Hebraic Insights – Messages exploring the Hebrew roots of our faith” 
“Biblical Marriage (by Yosef)”   Weekly “Hebraic Musings”