The Puppy Dog Close Technique: Let your customers experience your brand personally
6 minutes read
Most of you sales folks would agree with me when I say that closing is the most crucial and difficult part of sales. You must be using various techniques to push a sale like,
“Question close” where you directly ask the prospects if they’re interested to buy
Or “now-or-never close” where you offer a discount to the customer if they agree to close within a day
But what if all your usual techniques are used and still your prospects are showing signs of uncertainty? When it comes to your customers’ needs, you’ll want to address their fears head-on. And this where the puppy dog close technique helps.
In this blog, we’ll discuss what the puppy dog close is and how you can successfully implement this technique to close more deals.
What is the Puppy Dog Close?
The puppy dog close is a technique where salespeople allow buyers to test a product or service before they agree to close a deal. Rather than hearing about how a product can solve their pain points, they can experience it themselves.
How did the Puppy Dog Close technique originate?
As the name suggests, the strategy stems from how pet stores sell puppies.
Picture this scenario: a lovely family visits a pet store with a child who falls in love with a puppy. The kid wants to bring it home, but the parents aren’t sure. Now the owner says, “Why don’t you take it home for the weekend and see what happens?” The family takes the dog home, inevitably falls in love with their new pet, and agrees to go through with it.
Below, we’ll go over essential considerations for using the puppy dog close technique.
How to Nail the Puppy Dog Close?
While most of the onus is on the client, there are considerations to keep in mind when using this method to ensure that your clients have everything they need to come to a decision.
Choose how you’ll provide the free trial
Think about how you can implement the puppy dog close method in your business field to give your customers the opportunity to test your product.
You need to ensure that you come up with a trial version of the product that is as similar as possible to what the customers may end up buying. This allows them to feel confident about their buying decision.
Set a time frame for the free trial
While it only takes a day or two to decide if you want a puppy, not all products and services can be assessed that quickly.
Ensure that you’re giving your customers the time they need to make their decision, as the last thing you want is more uncertainty after the trial is over.
Be transparent about the process
A possible risk to the puppy dog close is that customers may think it’s too good to be true, that you’ll hit them with hidden fees after the trial period is over.
Focus on benefits and values
Ensure you can provide benefits to your clients in a very short timeframe. Otherwise, they won’t feel the need to buy from you since they won’t see value in your solution. If your product requires a month-long onboarding process then this sales technique won’t work for you
Leaving you with final words
All-in-all, pet store owners came up with the puppy dog close strategy because they knew that customers would never return a dog after establishing an emotional connection.
This logic remains the same for your business as well. If you’ve got a great product that is sure to impress your customers, then let them try it and fall in love with it. Rest assured, they are sure to take the “puppy” home.
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Published on Tue Jul 13 2021