2d • General discussion
Identity Selling: Exhortation or Manipulation?
This is something I have thought deeply about.
One of the most powerful things you can do on a sales call is reflect back what you genuinely see in someone. But there's a fine line between exhortation and manipulation.
Jesus gave Simon a new name before he lived up to it.
"You are Simon... You shall be called Peter (Rock)." (John 1:42)
At the time, Peter wasn't steady or unwavering. He was impulsive, fearful, and would later deny Jesus three times. Jesus wasn't ignoring who Simon was. He was speaking to who God was forming him to become.
That's very different from using identity to control someone's decision.
Manipulation says:
"You're the kind of person who invests in yourself, so I know you'll join today."
The goal is to create pressure so they feel they have to prove the identity you've assigned them.
Exhortation says:
"Can I share an observation with you? From what you've shared so far, I see someone who's deeply committed to making an impact, but I also see someone who's been playing smaller than they're capable of. Does that resonate with you?"
As sales professionals, our words carry weight and we can use them to manipulate people into decisions that benefit us.
Or we can use them to encourage people toward the person God is shaping them to become.
That requires discernment, humility, and love.
Remember:
Manipulation gives someone an identity to influence their decision.
Exhortation reflects the evidence of who they are becoming and leaves them free to choose.
I believe that's what ethical, Christ-centered sales looks like.
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Identity Selling: Exhortation or Manipulation?
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