| The puppy dog close is one of the most effective | | | | dealerships on many occasions will allow you to take |
| ways to get the sale that anyone ever dreamed up. | | | | one of their vehicles home. |
| It got its name form the pet store industry. Let me | | | | "Try it out for a day or two. See how you like it." |
| explain. Have you ever walked by a pet store and | | | | This too is just another form of the puppy dog close. |
| saw adorable little puppies playing and frolicking in the | | | | It becomes very difficult to not buy from a dealer |
| front window? Have you ever just visited a pet | | | | that is so proud of their product that they let you |
| store for any reason and just happened to go over | | | | take it home to try it. And, think of the trust they |
| to the puppy cages to look at the puppies? What | | | | have displayed in you by letting you take one of |
| happens? The sales clerk approaches and makes a | | | | their vehicles home with you worth thousands of |
| comment like; | | | | dollars. |
| "Aren't these little puppies just adorable?" | | | | Many businesses are now finding ways to offer the |
| And before you even have a chance to reply she | | | | prospective client the opportunity to use, test or see |
| asks; "Would you like to hold one of them?" Now if | | | | their product or service for free. Once you try the |
| you are with your spouse or even worse one of | | | | product you are generally asked how you liked it. |
| your kids, it becomes extremely difficult to say no. | | | | Once you respond in a positive fashion, the next |
| Unless you are actually there to buy a dog, SAY NO! | | | | question is; "Tell me what you really like about it?" |
| If that puppy gets out of the cage and into your | | | | Guess what, you are now selling yourself. Your |
| arms, your resistance to buy is cut by 90%. It just | | | | comments often become their sales pitch. They end |
| isn't easy to walk away and leave that poor puppy | | | | up selling themselves. Can you see the power in |
| that just fell in love with you ----- HOMELESS. | | | | that? |
| You know that puppy loves you because it just | | | | Once the customer has sold themselves, the next |
| couldn't stop licking your face. That my friend is called | | | | question becomes; |
| the puppy dog close. | | | | "Well, I guess the only question left is how many do |
| It is one of the most powerful ways to win more | | | | you want or when do you want it delivered?" Then |
| business and it is based on the magic of "Try before | | | | shut up and listen. |
| you buy". This close has been adopted by numerous | | | | This is the "assumptive close" (assuming the |
| industries. Have you ever gone into Sams Club, | | | | customer is ready to buy) piggy backing the "puppy |
| Costco or even your local grocery store and noticed | | | | dog" close, pretty hard to resist. The pause or silence |
| how many free food samples are available? I mean | | | | on your part is critical because you don't want to |
| you could actually feed your family their entire lunch | | | | interrupt the internal psychological sales process that |
| just by visiting the multiple food sample stations in | | | | is taking place in their head. |
| Sams on the weekends. | | | | Does the puppy dog close work 100% of the time. |
| These free samples are not offered simply to get | | | | Absolutely not. But, it sure does increase your |
| you to taste their product. No, it's related to the | | | | success ratio. |
| psychological pressure imposed by the "puppy dog | | | | It's a simple concept. It is nothing more than letting |
| close". You see, once you accept that sample and | | | | the customer experience the value proposition of the |
| comment how good it is, it becomes very difficult to | | | | product itself. Of course, if your product has very |
| walk away without putting their product into your | | | | little value propositioning or if it is truly a commodity, |
| basket. Granted, everyone doesn't succumb to that | | | | the puppy dog close just isn't applicable. In those |
| pressure but a high percentage of consumers do and | | | | cases you have to rely on your personal value |
| that really boosts product sales. | | | | propositions and your company value propositions. If |
| Everyone needs a certain degree of coaxing before | | | | your product genuinely offers value, potential |
| they commit to a buy decision. So this try before | | | | customers will see that value by utilizing the "puppy |
| you buy - puppy dog approach is a form of "helping | | | | dog close" Their internal psychic will convert that |
| the customer buy". | | | | value into a sale. |
| Let's take a look at the automotive industry. New car | | | | |