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The Secret of Selling Anything: A road map to success for the salesman… who is not aggressive, who is not a “smooth talker,” and who is not an extrovert by [Harry Browne]

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Harry Browne

The Secret of Selling Anything: A road map to success for the salesman… who is not aggressive, who is not a “smooth talker,” and who is not an extrovert Kindle Edition

by Harry Browne (Author) Format: Kindle Edition

157 ratings

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If you've read other selling books, you're probably tired of the false promises that never quite work out. You're probably tired of being told "you can do it if you just believe you can. This book is: A road map to success for the salesman… who is not aggressive – who is not a “smooth talker” – and who is not an extrovert.

You're probably tired of reading about tricks that made a particular sale ~ tricks that may have been appropriate to a particular situation, but not yours ~ and even if they were appropriate, how would you have thought of them at the right time?

If you've read books on selling before or listened to "sales experts," you're probably tired of being pumped with hot air ~ told how you must "come alive," be full of enthusiasm, dominate the world around ~ all the things that don't happen to be a part of your basic nature.

Well, this book isn't anything like that. In fact, this book was written to refute many cliches of selling that have been accepted without question for years.

This book will prove to you, I hope, that the stereotyped image of the "born salesman" is a mistake. You don't have to remake your personality and become super-enthusiastic, super-aggressive, domineering. Not only are those traits not necessary, they are actually a hindrance to making sales.

And you won't have to develop that uncanny ability to come up with the right answer at the right time ~ that super-human knack of having the brilliant flash of insight that is so prevalent in books on selling. Sure, given several days to think about it, the writer of a sales book can always come up with a solution to a sales problem. But how does that help you when confronted face-to-face with a question that must be answered now? This book will show you that you don't need such skills.

This book can truly revolutionize your selling career ~ but only because it will show you that you no longer need to waste your time developing skills that are of no value to a salesman. For example, here are some of the points that will be made in the course of this book:

-- Contrary to the accepted mythology, enthusiasm is not a virtue; it destroys more sales than it creates.
-- "Positive thinking" is an unrealistic fallacy. The salesman who thinks negatively has a far greater chance for success than the so-called "positive thinker."
-- Sales success does not come from convincing people to buy things they don't want.
-- The salesman who always has an answer for every objection is also probably plugging along with a very low income.
-- Extroverts don't make the best salesmen; they are invariably outsold by introverts.
-- To be a good salesman, you don't have to be a "smooth talker".
-- Another all-time sales fallacy is the statement "When the going gets tough, the tough get going". When the going gets tough, I usually take a vacation.
-- The desire to be able to motivate others is unrealistic and foolish. A really-great salesman will never try to motivate anyone.

Perhaps all of this sounds so far removed from what you've heard about selling through the years that you wonder how it could possibly be true. I intend to demonstrate the validity of these statements in two ways.

First, my own experience verifies their worth. Almost invariably, in any selling experience where I've found myself, I have outsold everyone else around me ~ usually while working far fewer hours.

In addition, I've seen these principles work for a few others, too ~ a very few, for they are unknown to most people.

But there is nothing mysterious about them ~ and that brings us to second way in which I will demonstrate their validity. I will prove them to you. We will deal with life logically and carefully in this book. Everything will be proven in terms of the real world as it is ~ in ways we can both understand.

Reading age

12 - 18 years
Print length

179 pages
Language

English
Publication date

July 22, 2014
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Product details

ASIN ‏ : ‎ B00M19W20Y
Publisher ‏ : ‎ Pamela Wolfe Browne (July 22, 2014)
Publication date ‏ : ‎ July 22, 2014
Language ‏ : ‎ English
File size ‏ : ‎ 405 KB
Simultaneous device usage ‏ : ‎ Unlimited
Text-to-Speech ‏ : ‎ Enabled
Screen Reader ‏ : ‎ Supported
Enhanced typesetting ‏ : ‎ Enabled
X-Ray ‏ : ‎ Not Enabled
Word Wise ‏ : ‎ Enabled
Print length ‏ : ‎ 179 pages
Lending ‏ : ‎ Enabled

Best Sellers Rank: #185,467 in Kindle Store (See Top 100 in Kindle Store)
- #58 in Small Business Sales & Selling
- #464 in Entrepreneurship (Kindle Store)
- #788 in Sales & Selling (Books)

Customer Reviews:
157 ratings

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Top reviews from the United States

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Claude Whitacre author of "One Call Closing" "Sales Prospecting" and "Selling Essentials"

A Brilliant Wealth Of Sales Knowledge From An Unexpected Source

Reviewed in the United States on March 22, 2015

Verified Purchase

I just got done reading [B]The Secret Of Selling Anything [/B]by Harry Browne.

The book is a cobbling together of two unpublished books he wrote; Secrets Of Success, in 1966....and Selling Is Easy, in 1969. So, it's really two unpublished short books, written 50 years ago. And it's the only thing I've seen from Browne related to selling (there may be more, but I've never seen it.)

The first book, Secrets Of Success, is a basic "You can get whatever you want, if you help others get what they want" book. I wouldn't be surprised if Zig Ziglar got his saying, "You can get anything you want in life, if you help enough other people get what they want", from Browne. I don't know which came first. So, the first book is a basic, single premise book on how people get wealthy by selling. Certainly worth reading, and full of wisdom.

The second unpublished book, Selling Is Easy, astounded me. I skimmed through it, and then gave it a second, closer look.

I hope this comes out right. The book brought tears to my eyes. I mean it.

Here is an unpublished work, written in 1969 (I was 14 then)....that has the framework of a masterful sales book. In 1969, there were no books like this. Nobody was teaching salespeople like this. Browne showed a deep understanding of Human Engineering, that only a few today
posses.

I wish I had read this in 1973 when I started out my sales career. The book is short, and light on technique. But what it has is gold. Listening to prospects? finding out what motivates them? giving them what they want? I'm not joking, these are advanced concepts even now. And Harry had them in 1969.

This is a book on selling, the same way Think And Grow Rich is a book about success. Light on technique, but stuffed with fundamental truths. There were many passages in the book that read like something I would write. I know how that sounds, but it's true.

I see little parts of other great sales masterpieces, like SPIN Selling and High Probability Selling. But this book was written earlier than those.

Now, why did the book bring me to tears a few times? I know what I had to go through to learn what I know about selling. And here I am, reading a book by someone else that thinks like me....that has arrived at the same conclusions, taken the same journey.
If you want to know how masterful salespeople think, this is the only book that will give you those insights.

My God! I just looked up his name, to see what he died of in 2006. This is the same Harry Browne that ran for president with the Libertarian Party. I had no idea they were the same man. I probably won't read his investment books, too old (the books and me). But he wrote this at 36 years old. Such deep insights from such a young man. Impressive.

63 people found this helpful

Helpful

John Orban

Most remarkable book I have ever read on sales and marketing.

Reviewed in the United States on January 28, 2016

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I wish I had known of this book thirty plus years ago when I was in door-to-door sales. I was in the insurance industry and I can't think of a worse industry in terms of sales training. It was all about body count...throw it up against the wall and see what sticks! Hard to believe, huh? It's a miracle I lasted 20 years in the business before burning out! Then, again, if I HAD known how to sell I probably would have been so successful, I'd have never moved back home, never met my wife had three great kids, and gotten to where I am today.

IF you are in sales and/or marketing, this is a must read. It's easy to read. It's just so simple. Everything you need to know is in this book. I picked it up because Gary Bencivenga said to read it and if Gary recommends a book on sales and marketing, you're an idiot if you don't get it.

Highly recommended!

20 people found this helpful

Helpful

Dr. C.H.E. Sadaphal

In actuality, the secret of happiness, success, and human nature.

Reviewed in the United States on May 16, 2014

Verified Purchase

The Secret of Selling Anything is not about clichés, empty slogans, the “right” answers, positive thinking, or others ridiculous ideas that coerce the reader into a cookie-cutter mold you must fit into in order to be a better salesman. The author debunks all of those fallacies and describes the proper way to actually get things done and deliver exactly what it is that the customer wants. As an introvert, the book was a breath of fresh air, assuaging the angst that comes with the assumption that all successful salespeople must be inherently energetic, aggressive, and talkative.

The book does offer the advice of a veteran, successful salesman who shares his learned wisdom and gives the reader a detailed blueprint on how to succeed and properly orient your focus in the interactions with others. I would not only recommended reading this book, but going through it several times over to absorb and reflect upon the wealth of knowledge contained in its pages. The power of this text rests not in its effectiveness and applicability in the business world, but its universal application to dealing with all people in all arenas. Another appropriate title could fairly be “The Secret of Life.”

Buy this book. It will change how you relate the world and certainly improve your outcomes.

23 people found this helpful

Helpful

J. Paul Henderson

Finally, a book on sales that actually makes sense!

Reviewed in the United States on April 26, 2021

Verified Purchase

Over the years I've read several books about selling. This is the only one that is devoid of tricks and closing techniques. It's a whole different approach on establishing a relationship with your prospect that will make him your friend and trust you to have his best interests in mind. It's brilliant in its common sense and simplicity.

2 people found this helpful

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Top reviews from other countries

Paul Simister

This is probably how you'd like to be treated as a customer

Reviewed in the United Kingdom on February 12, 2014

Verified Purchase

This is a short quote from the book to give you a flavour:

"Selling is easy. It's always easy if you think of the prospect as someone you're trying to help. It becomes difficult when you think of your prospect as an adversary who must be out-maneuvered."

Sometimes you don't sell what the prospect wants or needs but then, it's much nicer to admit that to yourself and to the customer quickly so you don't waste time trying to persuade someone who will never buy, and even if they do, you've done them harm.

In my review of The NEW Game of Selling I mentioned the idea of helping your prospect to buy.

That's what this book does as well.

It's very easy to read, building up from principles for how you yourself think and become motivated and then moves to applying that to helping others.

As you read it, you'll think that it makes much more sense than some of the sleazy tricks that you might have been taught in other sales training courses and books which try to manipulate the buyer.

That means the book will appeal to people who don't see themselves as natural sales people - i.e. you don't fit the extrovert, confident, enthusiastic, over-bearing stereotype - but you need to sell.

If want want to close every deal and empty the wallet of every prospect who comes into contact with you, then the book isn't for you. It doesn't teach you how to change the mind of the buyer.

Instead it uses the issues that already motivate the buyer to create the sale when your product is a good fit and you're within the normal price expectations. It recognises that your customer must gain as well as you. This is of course the basis for a longer term relationship and ongoing profitable business.

About my book reviews - I aim to be a tough reviewer because the main cost of a book is not the money to buy it but the time needed to read it and absorb the key messages. 5 stars means that I think that overall it has some vital messages in it.

Paul Simister, business coach

3 people found this helpful

S Benton-Tarry

Another Great Offering

Reviewed in the United Kingdom on January 3, 2020

Verified Purchase

OK, so there may be a few bits here that may seem dated, but like everything else in Harry's writing, given a little thought, it can be successfully applied to 'these-days' as much as they could when he first wrote the book.

Well done for another great evergreen product.

One person found this helpful

ashwin kotadia

Very basic

Reviewed in the United Kingdom on December 25, 2019

Verified Purchase

I found this book very basic in art of selling. Having said that , selling is a simple process if followed correctly as per this book. However, the book could avoid a lot of repetitions and could be half the length without missing the major points

One person found this helpful

R. G. Peters

Simple yet so effective

Reviewed in the United Kingdom on November 1, 2018

Verified Purchase

I was sceptical at first as I’ve read a few sales books in the past and they all just talk about some nonsense but because I read Harry’s book ‘How I found freedom in a unfree world’ I was willing to give it a try.

Paul Prifti

An Absolute Gem!

Reviewed in the United Kingdom on April 5, 2015

Verified Purchase

Easy to read and take in.

This is more about the basic principles human interaction and understanding than the process of selling.

I really enjoyed reading the book, and learnt a great deal from it.

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