The closure of the puppy dog
Posted: Tue Jan 21, 2025 7:13 am
This technique builds trust by allowing the potential customer to experience the product or service first-hand, reducing perceived risk and making decision-making easier.
How it works
Offer a trial, demo, or temporary access to the product or service. This allows the potential australia physiotherapist email list customer to experience its benefits without requiring immediate confirmation, which builds familiarity and trust.
Example
"Why don't we offer you a 14-day free trial to see how it fits into your team's workflow?"
When to use
The prospect is cautious or unsure about committing up front
You need assurance that the product will meet your needs
Demonstrating the real value of the product is crucial to your decision
The puppy close works best when potential customers need to see the product in action to be confident in their purchase.
Did you know that the term “ puppy dog lock ” comes from pet stores that allow prospective owners to take a puppy home for a few days. Once the family forms a bond with the dog, they are much more likely to keep it. This same principle applies to the sales team: once someone experiences the value firsthand, they are more inclined to confirm
Needs are closed
This approach focuses on addressing the prospect's specific pain points, positioning your solution as essential and tailored to their challenges.
How it works
Reiterate how your offer fits their needs and directly solves their problems. Highlight the benefits that matter most to them to reinforce your relevance.
Example
"Your team mentioned having trouble with manual tasks. Our automation feature will reduce the workload by 30% immediately."
When to use
The potential client has clearly defined challenges that he wants to solve
The practical advantages of the solution must be emphasized.
Addressing pain points will enhance the value of the product
Needs closing works well with prospects motivated by solving specific problems and achieving measurable results.
**Also read 10 Sales Automation Tools for Small Businesses
Closing the objection
This technique focuses on addressing the prospect's concerns head-on to clear the path to a confident decision.
How it works
Invite the prospect to share their objections, then address each one with facts, solutions, or assurances. Directly addressing concerns demonstrates your confirmation that you are looking for the best option.
Example
"You mentioned that cost is an issue. Show me how you will get a return on investment in the first quarter."
When to use
The potential client raises specific doubts or hesitations
Objections are the final hurdle to closing the deal
Addressing doubts will help you regain your confidence
Closing with objection works best when prospects have clear but resolvable concerns that prevent them from engaging.
Learn More How to Write Sales OKRs (Examples + Templates)
How it works
Offer a trial, demo, or temporary access to the product or service. This allows the potential australia physiotherapist email list customer to experience its benefits without requiring immediate confirmation, which builds familiarity and trust.
Example
"Why don't we offer you a 14-day free trial to see how it fits into your team's workflow?"
When to use
The prospect is cautious or unsure about committing up front
You need assurance that the product will meet your needs
Demonstrating the real value of the product is crucial to your decision
The puppy close works best when potential customers need to see the product in action to be confident in their purchase.
Did you know that the term “ puppy dog lock ” comes from pet stores that allow prospective owners to take a puppy home for a few days. Once the family forms a bond with the dog, they are much more likely to keep it. This same principle applies to the sales team: once someone experiences the value firsthand, they are more inclined to confirm
Needs are closed
This approach focuses on addressing the prospect's specific pain points, positioning your solution as essential and tailored to their challenges.
How it works
Reiterate how your offer fits their needs and directly solves their problems. Highlight the benefits that matter most to them to reinforce your relevance.
Example
"Your team mentioned having trouble with manual tasks. Our automation feature will reduce the workload by 30% immediately."
When to use
The potential client has clearly defined challenges that he wants to solve
The practical advantages of the solution must be emphasized.
Addressing pain points will enhance the value of the product
Needs closing works well with prospects motivated by solving specific problems and achieving measurable results.
**Also read 10 Sales Automation Tools for Small Businesses
Closing the objection
This technique focuses on addressing the prospect's concerns head-on to clear the path to a confident decision.
How it works
Invite the prospect to share their objections, then address each one with facts, solutions, or assurances. Directly addressing concerns demonstrates your confirmation that you are looking for the best option.
Example
"You mentioned that cost is an issue. Show me how you will get a return on investment in the first quarter."
When to use
The potential client raises specific doubts or hesitations
Objections are the final hurdle to closing the deal
Addressing doubts will help you regain your confidence
Closing with objection works best when prospects have clear but resolvable concerns that prevent them from engaging.
Learn More How to Write Sales OKRs (Examples + Templates)