Top dog in sales

“He’s our top dog when it comes to sales.” Maybe you’ve heard this phrase before.

“Top dog” means the best of the best; cream of the crop; second to none. But do you know that real dogs can teach us how to improve our selling technique? That’s right! Dogs. 

This material I’m going to share with you is entitled: “All in a Dog’s Way Can Make You More Sales”1 written by Pat Weber, he wrote:

Dogs are great teachers on the subject matter of how to sell better and better. And if you think about a dog’s life, it’s an easy one. Some dog behaviors can serve as models for do’s and don’ts for salespeople.

1. Dogs mark their territory. 

Do what you can to stand out in your industry or in your working geography. The better you are known by customers and prospective customers, the more you control your territory. That’s as much as anything can be controlled!

2. Dogs do not have problems expressing affection in public. 

Let your clients and prospective clients know how much you care. The simple remembering of some previous personal bit of news they shared with you the next time you meet somewhere expresses that care.

3. Dogs miss you when you’re gone. 

What if your customer gets a postcard from you on THEIR return from a trip? Or what if you called your customer from YOUR vacation?

4. Dogs are very direct about wanting to go out. 

Are you clear on what your role in sales is? In general, it is to increase revenues by getting the order; it’s to get the business; it’s to help more customers buy more of what you have.

5. Dogs do not play games with you – except fetch and then they don’t laugh at how you throw.

Your customers might play games with you. They might throw you a buying signing by asking for more information. Or they might give you the go ahead on an order and later cancel. If you go fetch for these, note your reaction. Examine your reaction’s appropriateness to the situation. You may have to adjust it to keep on playing.

6. Dogs understand what NO means. 

In sales, a “no” early in the process usually means that the customer needs more information about what you have that will solve their problem. Later on, a “no” may make you want to backtrack and discover where you may have gone off track with this particular customer. And when you hear a “no” remember, dogs admit when they are lost. But doggone it those dogs don’t know everything. 

They have their faults too.

7. Dogs are bad at asking you questions.

And if you and your customer are not in sync, a few good clarifying questions can help you get back on track. Learn to say things like, “Gee, I must not have been clear on that point. You seem to have a concern, can you help me understand what it is about?”

8. Dogs don’t know how to talk on the telephone. 

In today’s world of communications, we want to be better with smartphones, text messages, emails, all sorts of apps, and with any way we communicate with our customers. Take some time to evaluate your effectiveness with each method you communicate. Then plan to improve each area one at a time to get better results.

And when we get the buying and selling working more efficiently as in a dog’s life, remember: Be ready for a tummy rub at a moment’s notice! Be prepared for your sales to come more efficiently and in greater abundance!

I like this article. But I think what the author missed out is that dogs are loyal.

So if you are in sales, the question is “Are you loyal?” Loyal to the cause of selling. A higher purpose than just getting the sucker to sign his or her name on the policy or the purchase order, be a friend. Be faithful and make sure that what you offer can help the client grow the business. As a matter of fact, make sure the person, merchandiser or procurement officer who put his or her trust in you deserves the investment placed in you.

Help make them successful. So focus on the mission and not just on the commission. Then you may just become  the “top dog!”

(Attend two inspiring days of leadership training with Francis Kong. His highly acclaimed Level Up Leadership seminar-workshop on March 11 and 12 at Makati Diamond Residences (near Greenbelt 1). For further inquiries or reservations contact April at +63928-559-1798 or register online at www.levelupleadership.ph)