Dogs are great teachers of how to sell easier and better. And if you think about
a dog's life, it's quite a pampered and easy one. Some dog behaviors can serve as
models for do's and don'ts for salespeople.
Dogs mark their territory.
Do what you can to stand out in your industry or in your working geography.
The better you customers and prospective customers know you, the more you
control your territory. That's as much as anything can be controlled!
Dogs do not have problems expressing affection in public.
Let your clients and prospective clients know how much you care. The simple
remembering of some previous personal bit of news they shared with you the next
time you meet somewhere expresses that care.
Dogs miss you when you're gone.
What if your customer gets a postcard from you on THEIR return from a trip?
Or what if you called your customer from YOUR vacation?
Dogs are very direct about wanting to go out.
Are you clear on what your role in sales is? In general, it is to increase
revenues by getting the order; it's to get the business; it's to help more customers
buy more of what you have.
Dogs do not play games with you - except fetch and then they don't
laugh at how you throw.
Your customer might play games with you. They might throw you a buying
sign by asking for more information. Or they might give you the go ahead on an
order and later cancel. If you go fetch for these, note your reaction. Examine your
reaction's appropriateness to the situation. You may have to adjust it to keep on
Dogs understand what NO means.
In sales a "no" early in the process usually means that the customer needs
more information about what you have that will solve their problem. Later on a "no,"
maybe you want to backtrack and discover where you may have gone off track with
this particular customer. And when you hear a "no" remember, dogs admit
when they are lost.
But doggone it those dogs don't know everything. They have their faults too.
Dogs are bad at asking you questions.
And if you and your customer are not in synch, a few good clarifying questions
can help you get back on track. Learn to say things like, "Gee, I must not have been
clear on that point. You seem to have a concern, Can you help me understand what
it is about?"
Dogs don't know how to talk on the telephone.
In today's world of communications we want to be better on the telephone,
with beepers or pagers, with emails, with faxes and with anyway we communicate
with our customers. Take some time to evaluate your effectiveness with each way
you communicate. Then plan to improve each area one at a time to get better
And when we get the buying and selling working more easily, as in a dog's life,
remember: Be ready for a tummy rub at a moments notice! Be
ready for your sales to come more easily and in greater abundance!
Copyright? Patricia Weber, http://www.prostrategies.com
Pat Weber is a coach, certified telelcass leader, and corporate trainer. With her
incisive, effective communication skills, her services can help you to accelerate
professional and personal results you want, by helping you increase your choices
and build your self-confidence. With personal coaching, a teleclass, an online email
course or on-site workshop, get what you want, more easily and more often. Visit
her website at http://www.prostrategies.com. Contact her for a free coaching session.