"Sell Like A Dog"
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SELL LIKE A DOG
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 calmed down. 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 the TV. Patience Pays Her eyes follow every Dorito that goes into my mouth until I finally weaken and give her one. Her patience pays every time. Patient Impatience 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. Welcome Home 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 a biscuit.
© 2006 Joe Bonura & Associates, Inc. |
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To see Joe and hear one of his favorite selling tips, follow this link to a video he created to share with folks who are interested in making more sales, or finding a job:
https://www.youtube.com/watch?v=Q9AyPsDMu0I
REPRINT info: Joe Bonura (502) 553-1746 phone E-mail: joe@bonura.com About Joe Bonura His background is unique. Joe owned and operated a highly successful advertising agency for 18 years. During that time, he found his advertising campaigns were more effective when he educated his clients in the areas of sales and service. He conducted training seminars for his clients as added value. Word spread that Joe was a quality speaker and more and more people asked him to speak. The demand became so high that he sold the agency to three of his associates to start his own speaking and consulting company, Joe Bonura & Associates, Inc. Joe is past President of the Kentucky Speakers Association and a Certified Speaking Professional (CSP), a prestigious designation earned by only 8% of the 3,600 member National Speakers Association. Joe presently serves on the board of directors of NSA. He is author of the audio learning systems "Three-Dimensional Selling®" and "Turning Customer Satisfaction Into Customer Excitement®." He is author of the book Throw the Rabbit—The Ultimate Approach to Three-Dimensional Selling. Click here TO ENGAGE JOE BONURA FOR A TRAINING SEMINAR AT YOUR COMPANY
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