| It had been years since my daughter bought her pet | | | | "Oh, I do something like that," she wrote back. Then I |
| store, where selling pets is her passion, when I asked | | | | asked this short but important series of related |
| her, whether her sales staff and she regularly used the | | | | questions. |
| puppy-dog close. Just like any business there are all | | | | 1. When someone calls or comes in, do you capture |
| kinds of pet stores; there are the kind that sells only | | | | their name and contact information? (So you can |
| fish, the kind that sells exotic birds, ones that specialize | | | | continue the sales process if they are not able to buy |
| in reptiles, and ones that have dogs for sale, only | | | | at that moment?) |
| puppies for sale and finally there are those that sell | | | | 2. Do you seek additional customer information about |
| rodents. She really cleans up after the hamster races! | | | | the household, other pets and how many kids they |
| There are also luxury pet stores and discount pet | | | | have? (So that you can advise about what they can |
| stores. | | | | buy.) |
| My daughter has a large pet shop and many animals. | | | | 3. Are you careful to keep the seven steps in the |
| Probably the only thing she doesn't sell are big dogs. | | | | proven order? |
| She sells many little dogs. Although she stocks almost | | | | 4. Upon a successful sale, do you ask for referrals and |
| everything else for pet/wise care, when she sells a | | | | testimonials? |
| little dog it's a great sales day. Selling several is not | | | | She does take pictures of each customer/family and |
| uncommon and that's a better sales day! | | | | their puppy purchase, which she hangs proudly on any |
| When she answered my question with a question, I | | | | open space near the puppy displays. Occasionally a |
| knew I was in trouble. "What's a puppy-dog close?" | | | | celebrity shops in her store. I asked, "Do you get |
| she responded. This response happened to be in the | | | | pictures of yourself and the celebrity?" (It's for an |
| form of an email so I wrote her back, listing these | | | | additional mark of credibility. Other people like to rub |
| seven steps. | | | | shoulders [buy from] with someone who has been |
| 1. Someone shows an interest in a specific puppy. (This | | | | touched by someone famous.) |
| can be any products, even homes, in any industry.) | | | | I hope that you'll implement the puppy-dog close and |
| 2. Put it in their hands. (You can perform this part | | | | the related questions. You can build a business empire |
| literally or figuratively.) | | | | on these potent elements, by using a simple puppy-dog |
| 3. Tell them to "try it." | | | | close, everyday. Who cares if it's Sales 101 when it |
| 4. See if they like it. | | | | works and brings you easier profits? If doing |
| 5. Let them ask "how much?" | | | | puppy-dog closes, means having more daily sales. . . |
| 6. Tell them your price. | | | | Get 'r done! |
| 7. Let them pay you cash for it. | | | | |
