Puppy Dog Closing Technique

Quote:

Originally Posted by bridger480

I've been thinking about the example you provided and really can't see how that is a puppy dog close. Where is the connection?

Bridger, it is not about puppy dogs. I don't sell puppy dogs. People who sell puppy dogs sometimes lend them out for reasons that have been described here. It is from that sales idea that the term, "Puppy Dog Close", was derived from. I sell my consultative services--an intangible. Similar to the way a puppy dog merchant lends the puppy, in the sales process I lend my consultative services. The puppy dog seller wants the person using the puppy to keep the puppy and pay for it. I want my prospect to keep (retain) my consultative services and pay me money for doing so. If the puppy dog prospect doesn't want to pay for the puppy--then he can't keep the puppy. If my prospect cannot decide to commit to retaining me for my fee--then he can't keep my services.

The parallel idea is that by lending the puppy, the prospect will want to keep the puppy and pay for it because he likes the puppy. By lending my services, the prospect may like my services and keep me and pay me.

Sometimes they call all of that a free trial.

Quote:

Originally Posted by Gary Boye

Sometimes they call all of that a free trial.

From your example I got the feeling the close wasn't about a trial offer but more about when "I took back myself". Where was the trial offer?

Quote:

Originally Posted by bridger480

From your example I got the feeling the close wasn't about a trial offer but more about when "I took back myself". Where was the trial offer?

I think you have to do some work and look for it. What you think of as closing, I've done successfully over 107,000 times in my life.

Maybe you can get something out of the stuff I'm sharing. I'm not sure you're trying. As a matter of fact, I think you're not. Everytime I post an example you say you don't understand or post a conflicting point of view from someone else. If I had to bet on it, I would say that you are unwilling to let go of your beliefs of what the sales process is about. That is quite common.

Quote:

Originally Posted by Gary Boye

I think you have to do some work and look for it. What you think of as closing, I've done successfully over 107,000 times in my life.

Maybe you can get something out of the stuff I'm sharing. I'm not sure you're trying. As a matter of fact, I think you're not. Everytime I post an example you say you don't understand or post a conflicting point of view from someone else. If I had to bet on it, I would say that you are unwilling to let go of your beliefs of what the sales process is about. That is quite common.

I don't have the 107,000 experiences or as much sales knowledge as you boast to knowing. This is true. Forgive me for asking for your guidance. It won't happen again. Please grant me one last request. Please ignore my posts and I will ignore yours. This will save you any discomfort and will keep my threads from being sidetracked. Thank you in advance.

Quote:

Originally Posted by bridger480

I don't have the 107,000 experiences or as much sales knowledge as you boast to knowing. This is true. Forgive me for asking for your guidance. It won't happen again. Please grant me one last request. Please ignore my posts and I will ignore yours. This will save you any discomfort and will keep my threads from being sidetracked. Thank you in advance.

If you've done it, it ain't bragging. Glad to honor your request about ignoring you so long as I can correct you on something. You don't own any threads--neither do I. This isn't your thread. I'll continue to post on it if it's interesting.

Bridger, this technique is used widely because it works!

Here is a quote from Kevin Hogan book, "The Science of Influence";
"In the profession of selling, everyone knows the "puppy dog" close--the technique of getting your product into your customer's office or home for a short period of time. Why? Because once we possess something, we value it more highly than we did when it was in the store. Once we do that, the "price" of the goods goes up in the human mind. That price is more than its price tag at the store, and the invididual then buys it."

Good Luck!

Quote:

Originally Posted by SalesGuy

Bridger, this technique is used widely because it works!

Here is a quote from Kevin Hogan book, "The Science of Influence";
"In the profession of selling, everyone knows the "puppy dog" close--the technique of getting your product into your customer's office or home for a short period of time. Why? Because once we possess something, we value it more highly than we did when it was in the store. Once we do that, the "price" of the goods goes up in the human mind. That price is more than its price tag at the store, and the invididual then buys it."

Thank you for your input Salesguy.

Quote:

Originally Posted by bridger480

In brief, the Puppy Dog Close is a sales technique that is based (aptly) on a method that pet store salespeople use to sell puppy dogs. The idea is that while it may be difficult to get the customer to make a large commitment (buying the puppy), if we can break down the sale into a smaller component with a "guaranteed/no risk" offer, the customer may be willing to make an initial commitment.

For example, the pet store salesperson tells you that you can take the puppy home with you and if you don't like it, just bring it back. So what happens? You take the puppy with you, you play with him and run around outside with him, he licks your nose in the morning and waits for you faithfully at the door at the end of the day. And the sale is made. Not by the salesperson, but by the puppy. --quote from CollegeGrad.com

I have heard Brian Tracy touch on this method before, but IMO it should probably be used as a last defence, especially since it takes a lot longer than if you close the sale on the spot.

The true puppy dog close can only be used when selling puppies

Puppy Dog Closing Technique

Closing the Sale Forum