The Golden Rule of Selling: A Simple 3-Step Structure

Selling isn’t about pushing a product onto anyone who will listen—it’s about understanding needs, building relationships, and then presenting the solution. Many people get it wrong, especially when faced with classic challenges like "Sell me this pen" or "Sell me this book."

The key mistake? Trying to sell to people who don’t need what you’re offering. If someone already has the book or doesn’t need a pen, no amount of persuasion will make the sale meaningful.

The 3-Step Selling Structure

To sell effectively, follow these steps in order:

1. Does the Person Need What You’re Selling?

Before anything else, determine if there’s a genuine need. Selling to someone who doesn’t need your product is frustrating and inefficient. Focus on people who actually benefit from what you offer.

2. Build a Relationship

People buy from those they like and trust. If you jump straight into pricing and product details without establishing rapport, you’ll struggle to close the deal. Build a connection first—it makes the entire process smoother.

3. Present the Product & Price (Last Step!)

Most salespeople start here, but it should actually be the final step. If someone needs what you’re selling and likes you, they’ll find a way to make it work financially. The price becomes secondary when the first two steps are done right.

Why This Isn’t Taught

The school system doesn’t prioritize sales skills because it’s designed to prepare people for jobs, not entrepreneurship. But in reality, mastering this simple structure can make the difference between struggling and succeeding in sales.

Remember:

• Need first.
• Relationship second.
• Product & Price last.

Follow this order, and selling becomes natural—and far more effective.