She’s pretty darn good at selling. In a really nice and effective way.
She makes great eye contact, sometimes intense eye contact. She’ll ask for something and is not disturbed if I say, “no, not now.”
She’ll return. She’s not offended by my “no, not now.” She doesn’t take it personally. She’s completely comfortable to ask again.
“She” happens to be my young dog, Tally.
Dogs, a whole lot like kids, are the best sales people. I bet you know exactly what I’m talking about.
Once I, the slow human, recognized I was in the presence of a sales genius, I started to pay much more attention to Tally’s “system.” Frankly, we can all learn something from our dogs. They know how to ask for what they want.
► Most of the time you’ll be required to ask for the “sale” more than once. Sometimes the customer doesn’t realize right away how great things will be for them when they say “yes.”
► Warming up the customer…creating a relationship…particularly when it’s genuine attention, will turn a stranger into a loyal customer. Tally likes to sit in my lap and lick my face to show her genuine interest in me. You don’t have to go that far with your customers.
► When you meet your Ideal Customer in person, eye contact creates a personal connection and engagement.
► Sometimes “no” doesn’t mean no. It means “no, not now.” You will very often be rewarded when you return and ask again.
► Develop a very short memory. Tally has no sense of rejection. When I say “no, not now,” she doesn’t take it personally. She’s confident to return again…and again.
► Every successful person seeks the wisdom of a mentor to get where they want to go. Tally is a young sales person. She’s been on the job for only about 10 months. Like many of us, Tally has a mentor. His name is Jasper.
Results improve when you use the talent of your whole team. Jasper and Tally are a well-oiled team. Together they can accomplish much more than one of them individually.
Our dogs might be highly unusual role models, but they show us how to be great sales people.
I encourage you to watch your dog…or your friend’s dog. Adopt some of their easy sales ways.
Then I can imagine you’ll be as successful in your sales efforts as they are.
Go forth and do great things,
Martha Hanlon and Chris Williams
P.S. Cats? They are an entirely different story.