Transcript
  • 00:00    |    
    Initial credits
  • 00:06    |    
    Introduction by Ken McCarthy
    • Reduction of economic transactions
    • Quotes n , Harry Browne (2008)
    • The utility of the book and the cost of knowledge
  • 02:29    |    
    Importance of selling
    • Opinion of Peter F. Drucker on business and the creation of customers
    • Ability of creating customers as the central function of business
    • Different aspects of selling
  • 05:41    |    
    Harry Browne: His life and work
    • Relevance of Harry Browne in entrepreneurship
    • Quotes n (1970)
    • Quotes n (1973)
    • Quotes n (1974)
    • Libertarian party presidential candidate
    • Origins of Harry Browne's book
    • Gary Bencivenga
  • 12:49    |    
    Philosophy of liberalism
    • What does it mean to be a libertarian?
    • Real free-market terminology
    • Coercion as a central ethical value to the libertarian creed
    • Unethical procedures of selling
    • Is there a libertarian way to sell?
    • What are the necessary qualities a successful salesperson needs?
    • Effects of not being an ideal salesperson
  • 24:38    |    
    Breakdown of selling paradigms
    • Confidence and enthusiasm as impediments for a salesperson
    • Definition and frame of mind of a buyer
    • What are the emotions and inner reactions of a buyer?
    • Have you ever been slightly dishonest with a salesperson?
    • Abuse and mistreatment of buyers by salespersons
  • 28:12    |    
    Solutions for being a better salesperson
    • Outlook of the process of sales
    • Change of paradigm on the conflict of buyer and seller
    • Two ways of acting and operating on sales
    • Point of interchange between buyer and seller: The prospect's success
  • 33:03    |    
    Aproach of Harry Browne for selling anything
    • Importance of a transaction for the prospect
    • Change of focus in selling, from persuation to mutual discovery in honesty
    • Central principle regarding motivation
  • 35:37    |    
    Steps for selling, according to Harry Browne
    • Step 1: Discover the prospect's motivation
    • Step 2: Summarize the motivation
    • Step 3: Present your product
    • Step 4: Answer questions
    • Step 5: Close the sale
    • Hybrid seller: representing the costumer and the company
    • Discovering what works for the prospect and the spirit of cooperation
    • Quotes n Harry Browne (2008)
    • Selling honesty, trust and respect
    • Needs of a salesperson
  • 54:04    |    
    Practical exercises
    • Job Interview: "There are no jobs"
    • Follow-up of the 5 rules for selling anything in a job interview
    • Manufacturer's warranty
    • Honesty, truth, and fixing problems as tools for selling
  • 01:11:46    |    
    Ken McCarthy's experience in selling
    • Military-like training method
    • Natural interest in teaching and helping people as an experience in selling
    • Internet business in multi-media: experience in advertising
    • Creation of the first conference of the worldwide web for a potential business venture
    • Need of motivation and enthusiasm in natural selling
  • 01:25:44    |    
    Honesty as a salesperson
  • 01:27:32    |    
    Accomplishment of his initial promise
  • 01:28:35    |    
    Final words
  • 01:30:40    |    
    Question and answer period
    • Everyone wants to be understood
    • In understanding people, opportunities arrive to increase the value of the product
    • Importance of the long-term relationship with the client
    • How can you explain the methods of Harry Browne to others?
    • Quotes n , Claude C. Hopkins (1923)
    • Quote, n , Claude C. Hopkins (1925)
    • Cost of changing perspectives
    • What would be the advice if we have limited time for following Browne's approach?
  • 01:41:38    |    
    Final credits


A Libertarian Approach to Selling: Comments on the Book “The Secret of Selling Anything”

New Media  | 18 de abril de 2013  | Vistas: 65

Ken McCarthy talks about his experiences in the art of selling and mentions several elements of liberalism that may be as well applied to sales. He makes reference to the book The Secret of Selling Anything by Harry Browne and elaborates on a five-step methodology thoroughly lined out in the work that provides the knowledge to manage and master the ability to sell all kinds of goods and services, including applying for job opportunities.

He sets a practical exercise to illustrate how the contents of the book could apply to different scenarios and successfully and truthfully obtain the desired objective. McCarthy shares where and how he got involved in selling, and how his career in advertising and on the web began. Finally, he advises students to "relax and tell the truth," encouraging honesty to fulfill their work as sellers and that way benefit all parties involved.




Conferencista

Ken McCarthy is one of the original pioneers of the movement…

IDEAS DE LA LIBERTAD

Nuestra misión es la enseñanza y difusión de los principios éticos, jurídicos y económicos de una sociedad de personas libres y responsables.

Universidad Francisco Marroquín