The Closing Sales Technique Called “Puppy Dog Close” | Professional Selling Skills Training
Have you ever taken a puppy home “just for the night” to see how the kids like it? You now own it, don’t you? After your family has spent a few hours with the puppy, you are hooked. The same is true with various products and services.
The “puppy dog close” works on the principle that once a person has experienced something for a short time, he or she hates to give it up. What about your services?
What Can You “Send Home”?
Can you think of a puppy dog close that would work? With a little creativity, any professional firm can create more sales using the puppy dog close. Three possibilities might be:
A profit-improvement assessment
A tax-savings review
A trial use of one of your associates for a week
Here are the steps you can use to make the puppy dog close work for you:
Sell the trial, not the service. It is much easier to sell someone a tax-savings review than it is to sell a will update. Tell your prospect, “If you don’t receive five times the dollars of profit ideas than your fee, the project will cost you nothing.” Or you could price the service ridiculously low, say $1,000 for a three-day project. Don’t give the service away unless there is no alternative.
Gain the prospect’s confidence. Make it clear that this service does not create any obligation. During the trial period, your goal should be to get the prospect to like you and trust you. Just like the puppy dog, blink your big brown eyes at the kids, be fun to be around, and don’t pee on the carpet!
Bear hug the prospect. During the “trial” period, you can turn on your winning ways to really get to know the prospect and the business. Your goal is to get the prospect to enjoy working with you. Work very hard to exceed the prospect’s expectations. Develop profit ideas of ten times your fee, rather than five times. Find something you can implement quickly while you’re there, especially some little job they’ve been putting off.
Use Your Findings to Close the Sale
If you have turned up any improved ways of doing business for your prospect, your prospect will be very open to hiring you. Help your prospect find reasons for engaging you by appealing to their buying motives and use the trial results as proof of the benefits of doing business with you.
Conclusion
Develop several ways to close the sale. The puppy dog close is one way to demonstrate what you can do for prospects.
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