Write a 250-word essay on Harry Browne’s 5-point sales process.
Harry Browne’s 5-point sales process is simple and effective. He says to think of selling as a service to the customer, rather than manipulating or glib talking the customer into buying a product he may not want. In order to sell as a service, you have to find out what the prospect, or potential customer, wants and then help them get it. Here is Harry Browne’s five step list to do just that.
The first step in this list is to find out what the prospect’s motivation is. What problem has led him to come buy from you? Your ultimate goal is to solve his problem with your product, so you need to know what it is that he needs help with in the first place. This is where you need to be a good listener.
The second step of Harry Browne’s 5-point sales process is to summarize his problem after he has told you. Agree that his problem is indeed problematic, then move to step three.
Presenting your product or service based on the prospect’s needs or wants is the third step. Show him how the product can solve his problem. However, if none of your products or services can help the prospect, simply tell him outright. It would even be great for you to recommend him to a different business that you know can help him. Sure you will lose the sale, but in the long run, this small act will help build your company’s brand. Your company will be seen as honest and helpful. People will recognize that your company is willing to lose a sale if it means not scamming a customer. This is great for your company’s image, and will attract other prospects who think that your product or service can solve their problems.
Step four is to answer the prospect’s questions about the product or service. Listen carefully to his questions and answer them honestly. Again, if your product cannot help him, let him know right away. The sooner you stop selling to people you cannot help, the sooner you can get to people who you can help. After you have answered his questions and suggested products or services based on his questions, move on to step five.
The fifth and most important step in this list is to close the sale. Once you know what the prospect’s motivation is, recommended a product, and answered his questions, you need to seal the deal. Often the prospect will initiate the close, as he is sold on the product and wants to buy. If the prospect does not initiate the close, you as the seller can use a trial closing question. A trial closing question is something like, “Can we call this a deal then?” If he has additional questions, go back to step four. Once he is satisfied with your product or service, and you have written proof of his purchase, you have completed all five points on Harry Browne’s 5-point sales process list.
In conclusion, in order to successfully sell a product or service to a person, you must think of the actual interaction as a service. The prospect has a problem, and your product or service could possibly solve it. Harry Browne has five steps for successfully selling a product or service. He says to first identify the prospect’s problem, then summarize it. After that, present your product so that the prospect sees how it might help him. The prospect will have questions, in which you will attempt to answer them. Once all those steps are completed, close the sale as you have successfully sold your product or service using Harry Browne’s sales process.