on solution selling
April 25Donald Miller spoke at Mars Hill this week on the topic, “God is Fathering Us.” Much of his message was derived from his newest book, To Own a Dragon, which I’d recommend to any guy who feels a lack of leadership or a mentor in his life. In this message, he spoke a bit about solution-selling. The process works something like this:
- There is something missing in your life; you’re incomplete and unhappy.
- I know what’s missing and it’s the Ionic Breeze from Sharper Image and you can get your own (two if you call right now!) for only x easy payments of $39.95!
- When you receive your very own Ionic Breeze, all will be right in the world.
But when you get it in the mail and turn it on, you find yourself disappointed that you can’t feel any air coming out of it. And then you realize that odds are decent that the fact that you “feel a little better, maybe?” is probably just a psychological construction to keep you from feeling the pain of realizing that you just spent $400 on something you probably didn’t need.
I shouldn’t be too quick to criticize this model; I participate in it at work…in fact, it’s my job to prove to potential clients that they have a need, that our product will fill this need, and that they will make money hand over fist if they buy it (which is often the case). We sell an excellent product put together by an incredible team of people whom I love working with. But when it comes down to it…does restaurant management software bring happiness?
In any case, Miller discussed our application of this model to pop Christianity in the US today. Here, the argument is something more like this:
- There’s a “God-shaped hole” in all of us.
- The solution is “a personal relationship with Jesus Christ.”
- Once you’ve got your very own Jesus Christ, everything will be super!
His critique isn’t so much of the problem/solution model as it is of the idea that becoming a Christian makes everything perfect and you’ll have lots of money and maybe a wife or three.
But that got me thinking…is the “solution-selling” model the best way to go about communicating the good news of Jesus Christ? I’m not sure what to think about this. What do you think?
-csa
April 27th, 2006 at 12:44 am
I think that there is a “God-shaped hole” in us, at least that is what it felt like to me. And I think that the only way to fill it IS knowing Jesus. The “everything will be fine” part is the problem. I think that is the issue here: people do have needs and other people do have products/services/etc that fulfill those needs. It is the satisfaction guaranteed approach to the marketing that is the problem. Satisfaction can be guaranteed if someone comes to know and follow Christ because they will be saved. They will not, however, have the perfect, easy, happy life that people try to sell. They will still be living on this earth with its problems and their own shortcomings. People who buy an air purifier will have cleaner air that contains less allergens. They will still need to replace the filters and go outside and other places where the air will contain impurities. It is the upkeep of the product that is meant to alleviate the problems and the inevitable impact of the world that is outside of the scope of the product that they neglect to tell you about. (I am not saying that the world is outside the scope of impact God has nor am I claiming that this metaphor is air tight. Paul, I’m looking at you :P)
In order for people to find a solution that truly affects their problems, they need to realize that nothing is a perfect quick fix.
April 28th, 2006 at 9:18 pm
Thanks maeve. I’m glad that I’ve got you paranoid. Just kidding! Actually, I’m glad that in being so particular about God’s truth, I’ve got you thinking carefully about what you say
But really, I think the metaphor is great. I think that we should be more honest in presenting the Gospel though. The ego-destroying character of the Gospel should never be glossed over– we’re offering life, but life through the transformation of grace that results in death to self. Wouldn’t it be nice if “Gospel pamphlets” mentioned Jesus’ command to be baptized (symbolizing our death to self and life in Christ)? Wouldn’t it be nice if they also reminded the Christian to-be that he or she will be initiated into the Body of Christ (contra an often radical notion that ‘Jesus is all you need’ when in reality you can’t have Jesus without having His people too)?
As of now, I have a sick feeling that much of the “Gospel” presentation we see is really a lot of smoke and mirrors to disguise a psychological, people-pleasing approach to salvation. It’s more about feeling saved than it is about actually being saved. Hence the motion by some to “pray the prayer one more time, but this time really believing!” for those who say they have prayed to Christ but don’t feel like they’ve been changed. Repentence must be clearly explained (think of the torn hearts of the men and women who heard Peter’s first sermon in Acts 3) and the power of the Holy Spirit is not to be missed. All in all, I think that we need Spirit-inspired people to preach the Gospel (i.e. modern-day ‘apostles’ of sorts, though the term seems to be obsolete now) , and for those who are not called to do this I think that another approach to sharing the Gospel should be emphasized. I think what’s most important is that we as laypeople BELIEVE the Gospel first, and see it as the central point of our salvation and life in Christ–then He will renew our hearts and minds to “be ready to present the hope that we have” in Christ Jesus Our Lord at all times.
May 2nd, 2006 at 11:35 pm
hey Scott, I just wanted to let you know that I just looked at the source of this page in html (I know a little bit)….and my head pretty much exploded. Just thought I would share.
~meredith
oh, and here is the link to my new page.