How does harry brown’s approach to selling rely on the principle of service?

The steps in the book get to the point and are pretty efficient. You can talk about your problems and the thoughts that you may have. By remembering some features of the product/service, you can figure out the ones that would be helpful for the prospect. You have got to listen to all the possible questions, agree, and suggest them. During an interview you have to 1.) Having an order 2.) give a strong “no” because you cant give someone, what he wants/needs 3.) Understand this persons situation and if they ask for some more time you’ll have to respond with this three-part-plan 1.) Find out how and when will he make a decision 2.) Call them before the deadline 3.) Call them again if needed at an appointed time. These are Harry brown’s selling approach to the principle of service.