Harry Browne was a NY Times best selling author, a syndicated columnist, a political commentator, a TV and radio host, and an investment advisor. Harry Browne was also a master salesman.
For most of 20 years, he was the top salesman at every enterprise he participated in. Amazingly, he only worked at sales for 15-20 hours a week. He wanted the time off to pursue everything interesting that life had to offer.
Harry Browne was not a “born” salesman. Although he never wanted to be just “average” he struggled at first, going home at night with knots in his stomach, and the very real fear of failure heavy upon him. Then everything changed. He learned two things that made selling anything easy and almost always enjoyable.
What are these secret to success?
You will never motivate anybody to buy something that has no value to them, no matter how hard you try, and You can sell anything when you find out what people want and help them get it!
Sounds simple, no? People who do not understand the sales process will argue about the first one. Most everybody will acknowledge the wisdom of the second, but very few salesmen will act like they believe it. Most will continue to do what they have already been doing to just get by.
If you want to become a master salesman, whether face-to-face or on the internet, you do it by taking the trouble to find out what people want before you determine what you will offer. You calculate in advance; but you must recognize the difference between true calculation and blind guessing.
Because guessing means you just transfer your own values to others and then rely on blind luck that they match up. Sometimes they will, but the reality is that you are leaving your future to chance, and you don’t have to.
Without changing a thing, you can become a great salesman. You don’t have to remake your personality to do it. You don’t have to become an extrovert. You don’t have to learn how to manipulate people. You don’t have to be a smart talker. You don’t even need overwhelming confidence (although you’ll probably acquire it anyway).
You only have to learn the 5 simple steps of the selling process and apply them to your own circumstances. These 5 steps are 100% useable in any situation in life where you must deal with other human beings.
