Harry Browne’s 5 Steps

Harry Browne’s secret to selling anything is “Find out what the customer wants and help him get it.” In this way you are actually selling something they want rather than forcing it upon them. Who wants an obnoxious, in-your-face salesman telling you about something utterly irrelevant to your life anyway? There are five steps, according to Harry Browne, that help you to make a successful sale.

#1: Discover what the customer wants. You must find out what he wants. Maybe you’re not selling something he wants, in which case, don’t waste your time. Sell to someone who wants what you have to offer.

#2: Summarize the motivation. Once you know what the customer wants, find out why he wants it. Does he want a new car because his old one broke? Because his child needs one? Because he simply desires another car? Then summarize this in a sentence, telling him, to make sure that you know exactly what he wants and why. Continue reading

The #1 Task of a Salesman

Harry Browne was a very successful businessman and a best-selling author (1970’s). He also ran for U.S. President twice, once in 1996 and once in 2000. In the late 1960’s he wrote the Secret of Selling Anything—a very helpful book on how to be a successful salesman.

What is the #1 task of a salesman, according to Harry Browne? It is to find out what motivates the customer and help him get it. You must serve the customer. Don’t be pushy and try to sell them what they don’t want. Ask questions, be interested and find out what your customer needs. Then you can sell him something he’ll benefit from—it’ll be a win-win deal. Continue reading