SELL LIKE A DOG
by Joe Bonura, CSP
In this article:
- A Real Sales Animal
- Whatever Muffin Wants
- Sold On Celery
- She "Nose" What She Wants
- Beautiful Brown Eyes
- Use Your "Knows"
- The Layered Effect
- Do Not Overdo It
- A Knack For Snacks
- Patience Pays
- Patient Impatience
- Welcome Home
- No Business Like Show Business
- Take The Lead
- Take Out Your Leash
- Catch And Fetch
- Pets And Kid
A Real Sales Animal
I was cutting up a celery treat for my miniature Schnauzer Muffin
when I realized what a great sales person (animal) she is.
Whatever Muffin Wants
Over the years, Muffin has been able to sell my wife and me on
giving her anything she wants. Whatever Muffin wants, Muffin gets.
Sold On Celery
Whenever she eats all of her kibble, we give her some chopped celery.
I know that sounds strange, but it is her favorite treat.
She "Nose" What She Wants
We feed Muffin at the same time that we sit down for dinner, and
I always know when she is ready for her celery when I feel her cold
nose gently nudging my leg.
Beautiful Brown Eyes
She will poke my leg two times and then step back and look up at
me with those big brown eyes. I know it is not proper doggie procedure,
but I will usually get up and give her what she wants.
Use Your "Knows"
It is also necessary in selling for you to gently nudge your customers.
You should gently remind them that you are there, waiting for them
to make a decision and that your "knows" can help them.
The Layered Effect
You nudge clients by sending thank-you notes, e-mail, faxes, snail
mail, and voicemail messages. By layering one thing on top of the
other, you will become Top-Of-Mind when decision time comes.
Do Not Overdo It
If Muffin were too harsh in her approach and approached me with
loud barking, I would probably put her in another room until she
A Knack For Snacks
She is also very patient. If I am eating snacks while watching
Monday Night Football, she sits there watching me while I watch
Her eyes follow every Dorito that goes into my mouth until I finally
weaken and give her one. Her patience pays every time.
Impatience can cost a sales person a sale every time. I do not
think you should be complacent, but impatience is a sign that you
are more interested in the commission check than the client's best
interest. Just as with Muffin, you are present, but you are not
barking the entire time. I call it patient impatience.
Muffin always lets me know that she is glad to see me when I return
home from a trip. With a wagging tail and a happy bark, she greets
me at the door. Her body language speaks louder than words and conveys
the message that she is happy to see me.
No Business Like Show Business
Let your customers know that you are genuinely happy to see them.
Give them a warm handshake and a big smile (that's how people wag
their tail and show happiness).
Take The Lead
Muffin loves to take the lead when I take her for a walk. Sometimes
she leads me in a new and interesting direction. I discover things
I would not have seen, had I not followed her lead.
Take Out Your Leash
Lead your customers where you want them to go by going first where
they are. In order to accomplish that, you must ask them lots of
good questions (Click
here to see my article on questioning skills).
Catch And Fetch
When she wants to play catch and fetch with me, she gets her favorite
squeaky toy and follows me around as she squeaks the toy. I guess
you would call that product sales demonstration. She gets my attention,
and we end up playing her game.
Pets And Kids
Become a student of watching how pets and kids get what they want.
Start paying attention today and you will end up with more than
© 2006 Joe Bonura & Associates, Inc.