Whether you do it professionally or not – we all sell, all the time! Negotiating with your kids about bedtime, interviewing for a new job, and talking your way out of a speeding ticket are all great examples.
Whether you do it professionally or not – we all sell, all the time! Negotiating with your kids about bedtime, interviewing for a new job, and talking your way out of a speeding ticket are all great examples. It occurred to me one day that some of the best sales lessons I have seen in action come courtesy of a 6-year-old, 24 pound Cockapoo, we call “Maggie.” In her constant quest for attention, a walk, a scratch behind the ears, or anything that tastes better than Kibble, Maggie repeatedly proves that we can take away some valuable sales lessons from our four-legged companions. There are are a few more, but here are my favorites:
#1 Always Adding Value: Not to take anything away from cat owners or those with other pets, but after all, a dog is known as “man’s best friend” for good reason. First off, Maggie acts as a 24x7 security system and alerts us when anyone is near our property. Granted, her stature and demeanor won’t scare off trained Navy Seals – but her “big-girl bark” is at least a deterrent. Like most dogs, though, her greatest gift is the joy we receive from her unconditional affection. Maggie adds real value to our lives each and every day, whether she closes a deal or not.
#2 Identifying Opportunities: Always on the hunt and ever-alert, Maggie reflexively looks for opportunities, especially when “human food” is at stake. The beeping microwave, commotion in the kitchen, or a crinkling potato chip bag from anywhere in the house are all beacons of hope. With her keen sense of smell and exceptional hearing, Maggie always seems to be there when opportunity strikes. Once her commission has been paid however, there are no “high-fives”, or time spent basking in the glory – it’s right back to business!
#3 Influencing Decision Makers: From years of training, along with her keen intuition, Maggie knows her target audience extremely well. She has clearly identified the decision makers in our home and how to best approach each of them. Our dog has taken the time to know and understand her prospects and then executes accordingly. She knows precisely when and how to push for the order with each individual. This is an important and fundamental strategy that often separates the best sales people from the rest of the pack – pun intended.
#4 Patience and Persistence: If you have a dog or have in the past, you will relate to the phrase “like a dog on a bone.” Maggie will sit and stare for what seems like hours when she is mooching for a treat. Her focus is unwavering and she will come back again and again. As smart as she seems though, Maggie conveniently forgets the meaning of the word “no” and usually wears you down. At times this can be a bit annoying, but when you finally give in, it’s always with a smile and somehow she makes you feel good about it.
#5 Continual Learning: Old dog, young dog, it doesn’t matter. Canines can be remarkably fast learners. I’m not sure where Maggie sits on the intelligence scale, but she picks things up quickly. We started buying dog toys from the same store recently and after seeing her new “squeaky weasel” or coloured “chew ball” emerge from the shops’ branded bag only a couple of times, Maggie got the message. When that bag comes in the house now, she goes into overdrive because she has learned that fun and exciting things usually come out. When toys don’t materialize, Maggie goes back to point 4 above and persists until she realizes, this may simply not be her day. With a look that says “how could you do this to me?” she finally saunters off undefeated because that bag will return!
#6 Positive Attitude: Although you wouldn’t know it from the sad, brown eyes leading up to a transaction, Maggie seems to know exactly how “sealing the deal” will pan out. I can’t prove this of course, but she appears highly confident she will get what she wants and I sense that particular movie is playing over and over in her head. The look of expectation on her face loosely translates into “I’ve added value in this relationship through many unique and highly rewarding exchanges – now it’s your turn to give me some of that steak you’re eating.”
#7 Enthusiasm: Regardless of what mood she’s in, Maggie runs excitedly to the door every time she hears the key in the lock. She makes you look forward to this moment of the day and for a brief time you feel revitalized from her predictably warm reception. Whether begging for food, playing with a ball, or engaging in a session of “rub my belly,” dogs are wonderfully enthusiastic. The exceptions of course are daily nap times, baths, vets, and toe clippings. The point is, dogs exude a strong positive energy that’s hard for even the most hardened soul to resist. The lesson – enthusiasm sells! I realize a dog is far less complicated than we mighty humans and that a significant portion of their behavior is instinctual. That said, it’s quite impressive when you think about our beloved pets in the context of selling. Dogs naturally possess some of the most critical sales skills needed to succeed, and they have a gracious, calm way of managing the sales process. They don’t spend time bragging about their company and products because of course they can’t. Instead, dogs work at building long-lasting and meaningful relationships that offer high value to all parties involved. Isn’t that what selling and buying should really be all about? As a side note, if you watch the way young children get what they want, you will see some incredible selling taking place there as well. I hope you have enjoyed reading this post as much as I did writing it. If you have a pet you think is an exceptional “seller”, or other similar comparisons, please share.
I realize a dog is far less complicated than we mighty humans and that a significant portion of their behavior is instinctual. That said, it’s quite impressive when you think about our beloved pets in the context of selling. Dogs naturally possess some of the most critical sales skills needed to succeed, and they have a gracious, calm way of managing the sales process. They don’t spend time bragging about their company and products because of course they can’t. Instead, dogs work at building long-lasting and meaningful relationships that offer high value to all parties involved. Isn’t that what selling and buying should really be all about? As a side note, if you watch the way young children get what they want, you will see some incredible selling taking place there as well. I hope you have enjoyed reading this post as much as I did writing it. If you have a pet you think is an exceptional “seller”, or other similar comparisons, please share.