How Does Harry Brown’s Approach to Selling Rely on the Principle of Service?
The Secret of Selling Anything is about becoming a better salesman, and presents very logical points on how to do so. These points state the ideal mindset of the parties on either side of the cash register and how to manipulate the buyer to earn a profit. Harry Brown’s approach to selling relies on the Principle of Service, because if the seller is pushy and rude, the customer will almost never make a purchase.
From the moment the customer enters the store, he knows what he wants—otherwise he would not have walked in. The businessman’s ultimate boss is the buyer, so just as if the seller insulted the CEO of his company, if he offends the buyer, he will never make a profit. In every interaction, the customer has the upper hand. The Principle of Service simply stated is this: the businessman had better be a servant to the buyer, because the buyer is the boss. The seller’s job is to be helpful, ask questions, answer the buyer’s questions, show the buyer the right merchandise, show the buyer how to buy, and follow up with the buyer after the purchase. Floppily, the buyer is in charge.
The purchase keeps the business man fed and happy and the customer satisfied. A win-win scenario for both, if only the business man follows the Principle of Service.