Lesson 7: “Selling as Service,” Part 1
Reading assignment:
Harry Browne biography. Download here. [download id=”52273″]
Harry Browne, The Secret of Selling Anything, Prologue, chapters 1-7.
How to order:
This is available as a Kindle book. Order it here. It is also available for $5 more as a PDF. Order it here.
I begin with a book on how to sell. There is a reason for this. Business is based on selling. To understand what is involved, you must know what a salesman’s primary task is. Browne’s book is the best I have read on this.
Message: listen to what the buyer wants. Figure out how you can help him solve his problems.
If he asks a question, answer it. If your answer will not sell your product, answer it anyway.
If your product deals better with another kind of problem, you may be tempted to substitute your own question, and then answer it. Resist this temptation. Answer the question the buyer wants answered.
A pushy salesman pushes to sell whatever he wants to sell. A successful salesman sells what the customer can use to solve his most pressing problems.
If you can learn to sell Browne’s way, you will be successful in business.