About 10 years ago I came across a terrific book called “Sales Dogs” by Blair Singer which helps you define your selling style in a creative and easy to recognise way…by comparing to a breed of dog. It helps you identify what characteristics each breed has and how you can adopt characteristics of other breeds to improve your sales ability.
It is also a great book as a business owner that has sales people working for them and allows you to identify what characteristics your sales staff have and how you can empower them to do their job better.
I was reminded of this book and its easy message this morning while talking with a good friend and business owner this morning. My friend is a ‘systems’ person and runs a business that is very systems/process oriented but interestingly she is also a animal behaviouralist. Her business has sales staff but she is unsure how to motivate and train them in order to help them maximise their sales.
We discussed the different breeds of Sales Dogs – Pit Bull, Golden Retriever, Poodle, Chihuahua and Bassett Hound and quickly she was able to identify some characteristics of her sales staff. See if you can quickly identify characteristics either in yourself or your sales staff from the brief description below:
Pit Bull – aggressive sales person – goes for the kill every time, sometimes scares people into the sale
Golden Retriever – outgoing, friendly, big bundles of love - customer service is everything, they beg for the privilege of selling to you
Poodle — The schmoozer of the pack – they like to look good but are also intellectual and a bit high strung
Chihuahua — Don’t be fooled by their small stature, they have TEETH!
Basset hound — they look like they will roll over and take anything, what they are really doing is building long term, loyal relationships. Persistence is their middle name.
and then… there are the BIG DOGS…..The Sales People who want the biggest stage, the brightest lights, the packed crowds and the FAST TRACK DEALS. They will put them
together, get the signature and for goodness sakes, get someone else to follow up….
Want to know more about what breed you or your staff are? It could be very illuminating and may even help you increase your sales!