To back this up, Harry talks about the fact that this approach requires more thought, but less effort. Essentially, you aren’t running furiously on a treadmill trying to sell, sell, sell. Instead, you’re being honest and taking your time to find people who could benefit from what you are offering, so they can reap the benefits and improve their lives. And his take on how both parties need to profit is interesting. He says that profit is not simply about money, but about what you and your customer get out of the relationship.

I loved the fact that it blew the traditional salesperson stereotype apart. It was reassuring and made me happy to know that the mindset I have and the approach I use is the right one. At Pixooma it’s always been about listening to understand and make things better, rather than listening to sell. Because as I know, not every person will benefit from every service/product that I offer.

If you’re struggling with the concept of sales, then read this book. It will certainly open your eyes to a different process. Remember nobody buys a product or service, they buy what it can help them accomplish. By listening carefully, and asking good questions, you can find out what your customer’s most urgent need is and what they want to accomplish in a far less pressurised way than you ever thought possible.

All of this approach is endorsed by Julie in her Sales Club as she does not follow the stereotypical heavy-sales approach in her own business. The Sales Ace. However, I find it helpful to have ideas reinforced by a new approach to a subject and this did just that.