Articles Tagged ‘Sales prospecting’

Everything I learned about Prospecting, I learned from my Bulldog

Monday, December 5th, 2011

We have a Bulldog that loves to skateboard. She wasn’t exactly crazy about it though when she started. Actually she was scared of the board. She wouldn’t come close to it, and she used to bark at it like she thought it was a threat to her.

The process of training an animal is all about getting small contracts of trust that lead to big contracts of trust.

First step: a treat for touching the board.

Second step: feeding her on the board.

Third step: a treat for two feet on the board.

Fourth step: a treat for pushing the board.

Fifth step: a treat for 10 feet of a pushing of the board.

Sixth step: a treat for an extended ride.

The trick is to reward along the process for small contracts of trust and gain.

How many of us try to close business in one call or expect our bulldog to skate board just by buying the board and showing up with it and a treat? The answer is just about everyone that you have met with and found yourself annoyed with because you realized someone tried to snow you with 40 minutes of calculated small talk looking to “slide in” a sales presentation “because you seem like a sharp guy”.

Our dog loves to skateboard, she looks forward to it. Because she bought it, we didn’t sell it and it was not threatening. Make sure you are giving treats along the way.

Tony Scelzo
Rainmakers Marketing Group

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