Puppy dog close
Think about it for a moment. Test drive the car, 30-day free trial membership, try this in your home for 7 days, first issue of the magazine is free, 2-day demo of our copier in your office, all these are forms of the puppy dog close.
What we're saying to the prospect is E This product is great but you may not know it until you touch it, try it, take it home or use it. If I can get the prospect to touch and/or try my product, he will buy it.
You can enhance the use of this tool with the words "if you qualify" ; this means you can determine if prospects can afford your product before they try it out E then if they want to keep it, financing is pre-arranged.
Obviously not all businesses can use the puppy dog close, but more and more corporate sales strategies call for trying to get their product into the hands of the buyer for a test or trial as part of the selling process. They know statistically the sale is more likely to be made if prospects can take ownership before they actually commit to the sale.
When you tron a new suit or dress, before you actually make the purchase, you see yourself owning it E the fit, the feel, the look, and the salesperson chortling how good it looks, are often more influential than the price. You can almost see yourself at the office or trade show in your new clothingE then you say, "O.K., I'll take it."
If you doubt the power of this close, go to a pet store and ask them if you can have a puppy overnight for evaluation. You might want to take your checkbook along, just in case.
What we're saying to the prospect is E This product is great but you may not know it until you touch it, try it, take it home or use it. If I can get the prospect to touch and/or try my product, he will buy it.
You can enhance the use of this tool with the words "if you qualify" ; this means you can determine if prospects can afford your product before they try it out E then if they want to keep it, financing is pre-arranged.
Obviously not all businesses can use the puppy dog close, but more and more corporate sales strategies call for trying to get their product into the hands of the buyer for a test or trial as part of the selling process. They know statistically the sale is more likely to be made if prospects can take ownership before they actually commit to the sale.
When you tron a new suit or dress, before you actually make the purchase, you see yourself owning it E the fit, the feel, the look, and the salesperson chortling how good it looks, are often more influential than the price. You can almost see yourself at the office or trade show in your new clothingE then you say, "O.K., I'll take it."
If you doubt the power of this close, go to a pet store and ask them if you can have a puppy overnight for evaluation. You might want to take your checkbook along, just in case.
