Quote:
|
Originally Posted by bridger480
I was reading about different closes this morning and found the "puppy dog close". Does anyone use this with much success?
|
I have used it effectively only when I made myself the puppy dog. What that means I will "lend" my full expertise and care to a prospect up to a point where I see a prospect is not willing to commit.
Once, after listening to a prospect tell me how "interested" he was, and what a "fine job" I had done answering his questions, and how I would hear from him "either way" within a day, and how he was "90 percent sure" we would do business,
I took back myself by shaking hands, smiling brightly, and saying, "Well good luck to you on this project in case I don't get a chance to ever see you again."
His face dropped and he mumbled sort of a half sentence--and followed me out to the parking lot, invited me back in, expressed a concern, had it resolved by me--
and bought!