Harry Browne’s approach to selling is only half about selling your product no matter what and is more about using selling to serve the customer. What this means is you are trying to find the product that will help the customer to solve their problem and are more worried about this than trying to sell the one specific product you are tasked with selling. Based on this I say selling is a service, if done right that is. One example of this is a concept that is hammered in throughout both the book and the ron paul selling as a service lesson, only sell what the person needs to help them and not what he doesn’t need.

Let’s think about the reason for this. If you sell the person something they don’t want, something that doesn’t solve their problem, do you think they will trust or want you again? Probably not, but, if you sell something that genuinely helps them, then they are more likely to let you back in to help solve their problem. To do this you need to listen, ask questions, verify, and make sure they know you want to do nothing but help them. Compared to most people’s methods of selling in which you are practically forcing the person to make the deal this is much more set to serve the customer. This is how Harry Browne’s approach to selling relies on the principle of service, by not selling something the customer doesn’t need but something they need that will help them .