Your Dog is The Best Sales Trainer

Okay, so you may not have a dog or any type of pet. The point of the title has less to do with having a dog but considering how a pet makes you feel. Taking note of the emotions that come with having a pet ties into how you can generate and maintain business.

 It’s amazing how much we love our dogs and make sacrifices for them. I wrote an article years ago using the experience with my own dog, Mojo, and how he taught me a valuable lesson about myself. I explained how this dog will get his daily walk every day for no less than 30 minutes to do “his thang” whether rain, sleet, or snow. No joke! Even with the many ice storms we experience here in Texas, this mutt has never had to miss a walk a day in his life! This was a testament to my consistency and personal sacrifice for this beloved critter. At times, I have shown more of a devotion to his daily routine than my own personal one.

I find that most, if not all sales and service people, are always looking for ways to improve their personal production and generate more business. I can tell you right now that you will learn more about improving your business by relating it to the relationship you have with your dog (pet). The following is a list of exactly how I mean:

1.    They are non-judgmental and are accepting of us 100%. Sales is more about how you make people feel than what you say. Dogs have no words, but as soon as you walk through that door they express a complete joy to see you. They never impose any negative thoughts or comparisons of your income, weight, language, color, creed, smell, etc. 

As humans, we often are comparing ourselves to others and always thinking of self vs. the person we are with. Ask yourself if you have any preconceived assumptions and perceptions about your clients, or are living in the moment with each person you meet and giving the non-judgmental excitement when you see them.

 2.    They don’t impose any negative experiences onto you. When I get home, my dog doesn’t express the frustration he experienced all day of his favorite toy being stuck under the couch. Being as smart as he is, he may lure me over to it knowing that I can help, but he doesn’t express past emotions for the sake of making me feel his pain.

Many times, you may express your personal drama or frustrations in life with your co-workers or clients. You might think that by sharing that part of yourself that you are building relationships. But most people, really don’t care about your struggles. In the professional realm, you might want to take into consideration that the energy you give off is not positive, therefore not attractive and instead negative acting more like a repellant. Being around you may become a subconscious dread.

Pay attention to how you express your professionalism to your clients, peers, and network. Do you find yourself expressing any negativity that you may be feeling from your last call, or frustration you are experiencing from another deal you’re working on?  If you allow negativity to be expressed throughout the day, others will pick-up your energy and come to perceive it as your character. Ask yourself how you sound around your clients. Is your choice of conversation positive or negative in nature?  Do you sound cheerful with high energy? Do they feel your tail wagging? (figuratively speaking)

 3.    They have a genuine joy when in your presence. You all know that being personal is one major key in building relationships with your clients. Have you ever found yourself having what you think is a personable conversation with a stop-watch in your head just waiting for it to be over so you can move on to the next client? I know we have all felt this before with a doctor or mechanic. Just know that your clients are no different and can pick up on it, too. This is more of a cat’s personality than a dog’s. No offense you cat lovers!  But the fact is, like a dog, people can pick up intentions. As humans, what we perceive, is what becomes our reality. Further, as humans, we tend to take those negative feelings personally.

 4.    They don’t push back or get defensive playing the blame game when they have disappointed us or have done something naughty. Remember, people in general are much more forgiving of you if they like you. Because my dog is so accepting of me and gives me his attention when I get home, I enjoy and look forward to his company. I may get upset when he does something wrong, but I quickly forgive him when he shows sincere sorrowfulness.

If you find that you have transactional relationships with your clients, you will only develop a shallow and superficial clientele. For example: I will ask about your family only if you first show an interest in mine. Your personality tends to mirror theirs. Instead, be the first to show a genuine interest in them and their lives and you will find that they will be drawn to you, maybe even to the point of looking forward to your next interaction!

When you sacrifice your personal comforts, you eventually appreciate that which you sacrificed for. What you appreciate, you will sacrifice your own personal comforts for. Through this loop of existence, your genuine appreciation, care, or love grows.

 How does this relate to business? Consider sacrificing your comforts for your clients. This may mean that you work later hours, make the extra call, or go the extra mile for them. Today, sales has more to do with your personal intentions and interest in a client than a taught skill that sounds salesy. Like the story about my dog walks every morning through rain or snow, I sacrifice my comfort for his happiness and in return seeing his happiness brings me mine.

You know your dog’s favorite treats but do you know your client’s?  Consider taking the time to find out the things they enjoy, the candies they like to eat, or their favorite restaurant you can take them to, as oppose to choosing it for them.  By learning more about your clients you will innately develop a stronger rapport. 

 I’m fully aware that there is a vast difference between a relationship with an animal and a human being. But I hope that while you are reading this you can see through the humor. After all, you can’t deny the similarities! 

Enjoy,

 Julian