You know, I’ve seen this Brian Tracy idea in action for years now. Approach each customer with the idea of helping them… it’s the single biggest mindset shift that separates top performers from the rest. It completely reframes the entire sales conversation from a transaction to a partnership.
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Meaning
At its core, this quote is about shifting your focus from what you’re selling to the person you’re serving. It’s the difference between being a vendor and being a trusted advisor.
Explanation
Look, when you walk into a conversation thinking “I need to close this deal,” the customer feels it. They put their guard up. It becomes a tug-of-war. But when you genuinely start by seeking to understand their world—their frustrations, their ambitions, the metrics their boss is holding them to—everything changes. You’re no longer a salesperson; you’re a problem-solver. And people love to buy from problem-solvers. They don’t feel sold to, they feel helped. And that is where the magic happens, that’s where you build not just a sale, but a loyal client.
Quote Summary
| Context | Attributes |
|---|---|
| Original Language | English (4111) |
| Category | Business (319) |
| Topics | empathy (154), service (60), trust (159) |
| Literary Style | advisory (21), practical (132), professional (36) |
| Emotion / Mood | empathetic (30) |
| Overall Quote Score | 78 (185) |
Origin & Factcheck
This wisdom comes straight from Brian Tracy’s classic, “The Psychology of Selling,” which was first published back in the late 80s. It’s a cornerstone of modern sales training. While the exact phrasing is Tracy’s, the principle itself is timeless and has been echoed by countless sales leaders since.
Attribution Summary
| Context | Attributes |
|---|---|
| Author | Brian Tracy (375) |
| Source Type | Book (4593) |
| Source/Book Name | The Psychology of Selling (65) |
| Origin Timeperiod | Contemporary (1734) |
| Original Language | English (4111) |
| Authenticity | Verified (4593) |
Author Bio
Brian Tracy, a prolific author gained global reputation because of his best seller book list such as Eat That Frog!, Goals!, and The Psychology of Selling, and created influential audio programs like The Psychology of Achievement. He is sought after guru for personal development and business performance. Brian Tracy International, coaches millions of professionals and corporates on sales, goal setting, leadership, and productivity.
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Where is this quotation located?
| Quotation | Approach each customer with the idea of helping them solve a problem or achieve a goal, not of selling a product or service |
| Book Details | Publication Year/Date: 1988; ISBN: 978-0785288060; Last Edition: HarperCollins, Revised Edition 2006; Number of Pages: 240 |
| Where is it? | Chapter 4: Setting and Achieving Sales Goals, Page 66 / 240 |