Date Written: 7/27/2021
Question: How Does Harry Browne’s Approach to Selling Rely on the Principle of Service?
When most people think of a salesman they think of an aggressive smooth-talker who basically forces a buyer to purchase their product. Harry Browne had a completely different approach to selling. He believed that the successful salesman sells as a service. In other words, he believed that you had to find out what people want and help them get it. In his method you have to first ask potential buyer what his problems are. You have to listen to what he says. Then draw up a conclusion as to what his main problems are. Then you have to show him how your product can help him solve his main problems.
If your product can’t solve his problems don’t lie and try to sell it to him. Say “I am sorry I really don’t think my product can help you.” You could even suggest a different product that could solve his problems. Doing this will show the customer that you really are concerned for his well-being. If you do this, he will probably let you back in his office again for future sales because he knows you will try to help him. As you can see Browne’s method relies on the salesman doing a service to the customer. By trying to help the customer solve his problems. You can gain the customers trust and they will probably buy the product because they see how it will solve their problems.
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