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Selling Is Harmonizing | Sales Tips

3,299 views · Published 1 August 2013 · 1:19 · Indexed 22 September 2026

Channel: Jeffrey Gitomer's Sales Training Channel · 2013 · People & Blogs

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In my book, The Little Platinum Book of Cha-Ching, where I talk about the life and times and principles of John Patterson, the founder and the father of American salesmanship. He talks about, in his principle number 20, selling is not manipulating, selling is harmonizing. He further goes on to say that the successful salesman must be all things to all people. Now that doesn't mean to manipulate them, that doesn't mean to find the pain, that doesn't mean to close the sale, or to sharp angle somebody. It doesn't mean to try to mirror them and their personality, if they talk fast, you talk fast. What it means is to be in sync with them. Don't listen to morons who try and tell you to find the pain, because the pain, I promise you, is none of your business. What you have to do is find out what the customer's outcome is expected to be, and harmonize with that. What they're hoping for after the purchase. People don't like to be sold, but they love to buy, and that will create initial harmony.  Beyond that you have to find out where their needs are, you have to find out where their profitability lies, where their productivity lies, and once you have all of those things in sync, then, and only then, can you create an atmosphere where the customer will want to buy.

Jeffrey Gitomer | Sales Tips | Sales Videos | Selling Skills

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