The Sales Secrets Hidden in History's Greatest Kings.
- Jul 6
- 5 min read
The Forgotten Sales Lesson Hidden in History
Imagine this.
A king has an army of 100,000 soldiers.
Thousands of horses.Hundreds of elephants.The best weapons available.
Yet...
He refuses to attack.
Instead, he sends gifts.
He meets local leaders.
He builds roads.
He marries into influential families.
He protects nearby villages.
He listens.
Why?
Because the greatest kings knew something that many modern salespeople still ignore:
Winning territory is easier than winning trust.
And without trust, every victory is temporary.
Today's salesperson often behaves like a king who marches directly into battle.
"Buy now."
"Limited offer."
"Best price."
"Last chance."
Customers aren't waiting for your presentation.
They're wondering whether you're worth trusting.
History has been teaching this lesson for thousands of years.
Sales Is Diplomacy Before It Is Persuasion
People think history is about wars.
In reality...
History is about relationships.
The greatest rulers didn't conquer kingdoms only with swords.
They conquered minds first.
Sales works exactly the same way.
People rarely buy because you convinced them.
They buy because they became comfortable with you.
Chandragupta Maurya Built Alliances Before Building an Empire
Chandragupta Maurya did not simply defeat every kingdom through force.
Guided by Chanakya, he formed strategic alliances, negotiated with regional rulers, strengthened his administration, and expanded influence before launching major campaigns.
The empire was built on planning, relationships, intelligence, and patience—not just military strength.
Modern Sales Mistake
Many salespeople behave like this:
"Hello Sir."
"Our company is the best."
"Can I show you the brochure?"
The customer doesn't even know you.
You haven't earned five minutes of attention.
Yet you're asking for fifty lakhs.
Sales Lesson
First become familiar.
Then become valuable.
Then become memorable.
Only then ask for business.
Trust grows before transactions.
Practical Example
Imagine a real estate advisor.
Average salesperson:
"Sir, we have a new launch."
Professional advisor:
"I noticed schools around your preferred area have improved over the last two years. Since you mentioned your daughter's education is important, I shortlisted projects within a 15-minute commute."
One sells property.
The other solves a family problem.
Guess who gets the meeting?
Emperor Ashoka Won More Hearts After the War Than During It
Ashoka achieved a decisive military victory in the Kalinga War.
Yet the human cost transformed him.
He shifted his focus from conquest to governance, welfare, and compassion. Through public works, communication, and fair administration, he built enduring loyalty across a vast empire.
His influence expanded because people trusted his intentions.
Modern Sales Mistake
Some salespeople celebrate closing the deal.
Then disappear.
No follow-up.
No support.
No relationship.
Sales Lesson
Closing the sale is the beginning.
Not the ending.
Customers remember what happens after payment.
Loyalty is created in the after-sales experience.
Ask Yourself
Do customers remember your invoice...
Or your support?
Akbar Understood Different People Need Different Approaches
Akbar ruled over a highly diverse population.
Rather than expecting everyone to think alike, he worked to understand different communities, appointed capable advisors from varied backgrounds, encouraged dialogue, and adapted his governance to local realities.
He didn't expect uniformity.
He built inclusion.
Modern Sales Mistake
One presentation.
One brochure.
One pitch.
One script.
For everyone.
Sales Lesson
Customers are different.
Engineers buy differently.
Doctors buy differently.
Business owners buy differently.
Young couples buy differently.
Retired parents buy differently.
Your presentation should change.
Your principles shouldn't.
Remember
Customisation creates confidence.
Generic selling creates resistance.
Chatrapati Shivaji Maharaj Earned Loyalty Before Asking for Sacrifice
Chatrapati Shivaji Maharaj inspired extraordinary loyalty among his followers.
He respected local communities, rewarded merit, protected civilians, and led from the front. His people believed in him because his actions consistently matched his words.
That trust became one of his greatest strengths.
Modern Sales Mistake
Salespeople often ask customers to trust them immediately.
"Believe me."
"Trust me."
"We are genuine."
Trust isn't requested.
It is demonstrated.
Sales Lesson
Keep every promise.
Return every missed call.
Share honest advice.
Admit when your product isn't the right fit.
Small acts build enormous credibility.
The Best Kings Had Strong Intelligence Networks
Great rulers invested heavily in information.
They wanted to know:
What people needed.
What local leaders believed.
Where problems existed.
What competitors were planning.
Knowledge reduced uncertainty.
Modern Sales Mistake
Salespeople arrive at meetings without preparation.
No understanding of:
Customer goals
Family needs
Budget
Previous objections
Decision makers
Then they wonder why customers hesitate.
Sales Lesson
Preparation is invisible.
But customers can feel it.
The salesperson who knows the customer's situation always sounds more confident than the one who memorized a script.
Why Modern Salespeople Lose Before They Begin
Many salespeople treat every interaction like a battle.
History teaches us something different.
Kings didn't wake up one morning and declare war.
Months—sometimes years—of preparation came first.
They built relationships.
Gathered information.
Earned respect.
Created influence.
Only then did they seek commitment.
Sales follows the same sequence.
Relationship.
Trust.
Value.
Commitment.
Skip the first three, and the fourth becomes difficult.
Practical Strategies to Win Hearts Before Selling
1. Become Curious Before Becoming Convincing
Instead of talking first...
Ask.
"What made you start looking?"
"What worries you the most?"
"What would make this decision easy for you?"
Questions build trust faster than presentations.
2. Give Before Asking
Offer something useful.
Market insights.
A comparison sheet.
Buying checklist.
Investment calculator.
Helpful advice.
People naturally remember those who reduce uncertainty.
3. Speak Their Language
Avoid jargon.
Explain concepts using familiar examples.
Instead of saying:
"High appreciation corridor."
Say:
"This area is growing the way Noida Extension grew a few years ago, with improving roads, schools, and commercial activity."
Simple language creates confidence.
4. Protect the Customer's Interests
Recommend a cheaper option when it genuinely fits better.
Customers rarely forget honesty.
Many referrals begin with:
"He could have sold me something expensive, but he didn't."
5. Stay in Touch Without Pressure
Not every follow-up should ask:
"Have you decided?"
Instead share:
Budget updates
Government policy changes
Market trends
Project progress
Useful articles
Become a trusted advisor, not a reminder.
Do's and Don'ts
✅ Do
Build relationships before presentations.
Learn about the customer before explaining your product.
Keep every promise, however small.
Follow up after the sale.
Personalise every conversation.
Solve problems, not just objections.
Let trust grow naturally.
Be patient with the buying journey.
❌ Don't
Rush into discounts.
Push for commitment too early.
Use the same script for every customer.
Overpromise to close a deal.
Disappear after payment.
Speak more than you listen.
Treat objections as attacks.
Assume trust because of your brand.
The Psychology Behind It
Human beings are wired to reduce uncertainty.
Historically, people followed kings who protected them, understood them, and consistently acted in their interests.
Customers behave similarly.
Before buying, they subconsciously ask:
Can I trust you?
Will you disappear after payment?
Do you understand my problem?
Are you trying to help me or just hit your target?
The salesperson who answers these questions through actions—not words—wins more often.
Books Every Salesperson Should Read
Arthashastra – Timeless lessons on strategy, diplomacy, intelligence gathering, and leadership. Amazon link ( https://amzn.to/4y5blTx)
How to Win Friends and Influence People – Building relationships and trust through genuine human interaction. (Amazon Link : https://amzn.to/4vcX4BA)
Influence: The Psychology of Persuasion – Understand why people say "yes" and how ethical persuasion works. (Amazon Link : https://amzn.to/4flOyvm)
Never Split the Difference – Negotiation techniques rooted in empathy and tactical listening. (Amazon Link : https://amzn.to/4vjtb2P)
The Psychology of Selling – Practical methods for developing the mindset and habits of successful salespeople. (Amazon Link : https://amzn.to/4fjyJ8t)
The Art of War – Lessons on preparation, positioning, and winning with strategy rather than force. (Amazon Link : https://amzn.to/3SC0lx1)
Final Thought
The greatest kings understood a timeless truth:
A sword can win land, but only trust can keep it.
The same is true in sales.
Products may start conversations.
Prices may attract attention.
Offers may create urgency.
But relationships create loyalty.
And loyalty creates referrals, repeat business, and a reputation that no discount can ever buy.
The best salespeople don't fight customers into buying. They make customers feel understood, respected, and confident—just as history's greatest rulers won hearts before they won kingdoms.
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