Harry Browne is a successful sales man, a bestselling author in the 1970’s. He also ran for president as the libertarian candidate in 1996 and in 2000. He wrote “The Secret of Selling Anything” in the late 1960’s a very helpful book on how to be a successful businessman.
What is the #1 task of a salesman? I’m going to answer that question, according to Harry Brownes’ book “The Secret of Selling Anything”. Browne says that the secret of selling is, finding what the buyer wants and then helping him get it. You don’t have to manipulate the buyer into buying your product or being pushy or aggressive. Don’t make him buy something he doesn’t want to buy. Listen to the buyer, find out what he wants and help him get it. Be honest, never promise the buyer things that your product can’t do. The best kind of sale is the sale that leads to another sale. If you can help the buyer solve a problem he’ll want you to help with the next problem. You want the sale to not only benefit yourself but most importantly the customer.
Let say for example that there is this salesman going around the nieghborhood selling magazine subcriptions that are for students. And he stops at this mans’ house and asks him about the school system. The man has plenty of problems with the school system-he says his kid isn’t getting enough reading, also they aren’t teaching history that much, and the list goes on. That salesman listens to the man and finds him an answer to his problem by “finding what the buyer wants and then helping him get it.”
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