How Does Harry Browne’s Approach to Selling Rely on the Principle of Service?
Andy Peterson
Digital Vistas Carolina, LLC
There is a stereotype from some that business is characterized by people who are greedy for money and show neglect of others. Yet the essence of good business is service helping others to achieve their own self-selected goals. There are important principles and practices that illustrate this more accurate and more hopeful definition of business as a service to others.
In principle, the answer begins with the description of the nature of money as the most marketable commodity. At the right level money can be exchanged for any item in the economy. In the libertarian view, individual happiness is a sense of well-being that is achieved by an exchange with money or in a relationship with other individuals. Since the buyer has the money, this customer has the authority to make or break a sale. The seller must discern the motives of the buyer and provide a product or service in synch with the business problem.
In practice, to foster the marketing and sales process the seller must discover the motives of the buyer and then seek to assist him to acquire solutions to those needs and wants. The inquiry with the buyer should follow a sequence of questions for the seller to ask, listen, confirm, suggest and close the order of the offer to help the buyer to find what he needs for satisfaction of the apparent problem. A sale that leads to another sale is the best transaction to make.
Digital Vistas Carolina 