Comment pouvez-vous utiliser efficacement la technique de fermeture du chiot dans la vente directe ?

Well, this will be unpopular opinion but I'll go against the grain here: I think 'qualifying your prospect' is the wrong mindset to begin with. It creates pressure; there is a built-in intent to only look for postive signals and get cursed by happy ears. Flip it instead. Start with a "disqualifying-first" mindset. Like it or not, there are way more reasons for people NOT to buy from you than to buy from you. A Disqualify first mindset, lowers the pressure and you'll ask more courageous questions: - Why now? - Why not 6 months ago? - Why bother? It's a lot of work? - What happens if you do nothing? - Have you tried (alternative), it might be cheaper? Seek the truth > seek the sale.

Se pierde mucho cuando estamos con el cliente equivocado, se pierde dinero y se pierde tiempo. Tengamos en cuenta que no todos son nuestros clientes, que no le vendemos a todo el mundo, por ello es indispensable que antes de entregar nuestra información nos aseguremos que ese cliente está realmente interesado en nosotros. Lancemos preguntas abiertas de reconocimiento para que se desahogue y nos entregue información. Identifiquemos sus expectativas, qué espera recibir, qué busca, qué lo motiva. Con toda esta información, sabremos si existe un interés real en nosotros y podremos guiar al cliente a una decisión positiva para nosotros.

Identify that the requirement of your customer is your product 90% atleast should be a match so we can use the puppy dog close technique.

Comienza estableciendo una conexión emocional con el cliente. Escucha atentamente sus necesidades y demuestra comprensión. Muestra un interés genuino en su situación. Destaca los problemas o necesidades específicas que el cliente ha expresado. Asegúrate de comprender a fondo sus desafíos antes de proceder.

Anyone can upsell. Even production guys can do. They do. Yes, that's called sales when you are qualifying and converting a prospect. There is no rulebook. It's your way of doing it. Ultimately, you need to answer the "why?" factor and you also need to hear from them why they need a solution. Don't get confused with popular tricks you got from sales coaching or marketing gimmicks. Be yourself. You have your own style. Just be honest and be who you are.

In my experience, after qualifying a prospect, effectively presenting your solution is key. Highlight relevant benefits and features, and support your claims with stories, testimonials, and demonstrations. It's crucial to actively address any objections or concerns by acknowledging, isolating, and overcoming them. This approach not only showcases the solution's value but also builds confidence in your product or service, steering the conversation towards a successful outcome.

Proporciona una solución personalizada que aborda directamente los problemas del cliente. Presenta tu producto o servicio como la respuesta perfecta a sus necesidades.

Después de identificar al posible cliente o prospecto, es esencial que muestremos nuestro producto o servicio como la respuesta óptima a sus necesidades o anhelos. Es muy importante enfocar los aspectos y ventajas que sean significativos y persuasivos para ellos, y utilizar anécdotas o vivencias, referencias y pruebas para validar sus declaraciones o afirmaciones. De la misma manera, es crucial abordar cualquier duda o preocupación que puedan tener, aceptándolas, separándolas y resolviéndolas con la mayor premura posible.

Present your product or service as the solution to the prospect's problem. Highlight the features and benefits that align with their needs. Use compelling storytelling and real-life examples to illustrate how your product can improve their situation. This presentation should be engaging and informative, setting the stage for offering a no-risk trial as the next logical step.

The puppy dog close goes back to the motor trade. Let the customer take the car home for a couple of days. They won’t want to give it back once they’ve driven around in it for a while…and the neighbours have seen it parked outside… BUT…warning. In the modern world, with complex products, that involve knowledge and education (Saas for example) the puppy dog psychology is far more difficult to make work.

So to provide some context, way-way back in the 1990’s one of my sales positions was with a network communications/switching equipment manufacturer, and until the late-1990’s hyperventilation over Y2K, it was challenging in the early to mid-1990’s to move businesses and corporations into higher-investment computer networking and data communications equipment. High value (scalable) computer networking equipment (switches, etc.) during that time period were a large capital investment. The company that I worked for luckily had trial units which would be used (in many cases) as a try-it and you’ll see why the time to invest in upgrades is now. This closing technique is also referred to as the “puppy dog close”.

En lugar de un cierre abrupto, utiliza un enfoque sutil. Puedes preguntar algo como: "Dada la solución que hemos discutido, ¿cómo te gustaría proceder?"

The purpose of a puppy dog close is to instil some peace of mind for the customer. The customer is not sure if the product will work, and hence, they could have a free stripped-down version, or try out the product free for a limited time period. The thing is, will they pay and buy the full version later? What would be something you as salesperson can do to ensure that they: 1) Use the product without problems 2) Get the outcomes they want (and more) from using the product 3) Are reminded that the fee is a small investment to get sustained bliss by using the product. Most of the time, salespeople just do the puppy dog close and pray for the best. No, you must ensure your customers succeed with your product!

The "puppy dog close" technique involves letting customers try a product or service temporarily to create attachment. In direct sales, offer a trial or demo, emphasizing the positive experience they'll have. Encourage them to envision ownership, fostering a sense of connection that increases the likelihood of a sale.

When a prospect agrees to the puppy dog close, it's crucial to set clear and confident expectations. Outline what they'll receive, usage instructions, trial duration, cost details, and post-trial procedures. Ensure to obtain their contact information, payment details, and written consent. Scheduling a follow-up call or meeting is vital for ongoing engagement. This clarity not only builds trust but also streamlines the process, ensuring a smooth experience for the prospect and setting the stage for potential conversion post-trial.

Es fundamental obtener su información de contacto, detalles de pago y su consentimiento por escrito. Además, debes coordinar una llamada o reunión de seguimiento. Esto viene después de que tu cliente potencial esté conforme con el cierre del trato. En ese momento, es imprescindible que establezcas de manera segura y transparente las expectativas y condiciones. Debes detallarles qué es lo que recibirán, la forma en que lo utilizarán, el tiempo que lo poseerán, el costo y qué ocurrirá una vez que concluya el período de prueba.

Clearly communicate the terms of the trial. This includes the duration, any limitations, and what happens after the trial ends. Setting clear expectations helps in building trust and transparency. It's crucial that the prospect understands what they're agreeing to, which helps in avoiding misunderstandings later on.

The final step involves diligent follow-up during and after the trial. Regular check-ins, offering support and guidance, and soliciting feedback are essential. Reinforcing the product's value and benefits, reminding them of the trial's deadline, and outlining next steps are key. If the prospect is satisfied, this paves the way to close the sale. If there's hesitation, understanding their concerns is crucial to address them effectively or propose an alternative solution. This comprehensive approach not only aids in closing deals but also in building long-term customer relationships.

During the trial period, follow up with the prospect to address any questions or concerns they may have. Use these interactions to reinforce the value of your product and to build a stronger relationship. As the trial period comes to an end, discuss their experience and guide them towards making a purchase decision, emphasizing how the product meets their needs.

you can offer a trial period, provide samples, or offer a temporary ownership experience. This helps potential customers see the value firsthand, making them more likely to make a positive buying decision. Tailor the approach to your specific product or service to effectively showcase its benefits during the trial period

The key to the "Puppy Dog Close" technique is to make the customer feel comfortable and confident in their decision to purchase the product after trying it out. If you aren’t prepared to offer excellent support during the trial, then this will not be a successful technique. Be armed with answers and available for them.

The Puppy Dog Close technique in direct sales involves letting the customer experience a product before committing to purchase, akin to letting them "try before they buy." To use it effectively, create a compelling product demonstration highlighting key benefits. Encourage hands-on interaction, addressing specific needs. Use persuasive language, emphasizing how seamlessly the product fits into their lifestyle. Employ storytelling to evoke emotions, fostering a connection between the customer and the product. Offer a trial period or a limited-time exclusive deal to prompt immediate action. Lastly, reinforce the idea that the product enhances their life, creating a sense of necessity.

Humans are creatures of habits. He is afraid of new things and often balks at the effort. That's why we like to be influenced by the opinions of others and trust those who have dared to do something. That's why reviews and testimonials from other customers are essential for services, products on which we don't yet have an opinion and even intangible products.

Sin lugar a dudas, la industria del software lleva la delantera en este terreno. Practicamente la totalidad de los software de pago, tienen una version gratuita limitada o verion trial por un periodo de tiempo para evaluar el producto, con esto logran que el cliente practicamente se haga dependiente del producto a tal punto que cuando se acabe el periodo de prueba, el cliente tenga la total necesidad de comprar el producto final.