I have been in sales for over thirty years and have learned a lot, or so I thought. Oddly enough, it was hanging out at our local dog park that educated me in a way my MBA never did.
We had recently moved into a neighborhood that had a nearby dog park, so I could easily walk there or drive when I was short on time or feeling lazy. I started to notice patterns in the dogs and how they related to each other. I watched how they all crowded at the entrance to greet the new dogs and sniff their butts to say hello. Some dogs were submissive; some were dominant. I saw the various ways the dogs interacted with each other, and I realized there were similarities to what I experienced in my sales job every day.
Daftar Isi
PREFACE
ONE ALWAYS HUNGRY
Spoiler Alert! Quotas Always Go Up
Make Sure You Are Getting Your Needs Met or Look for Something Else
TWO BUTT SNIFFING
Listen First, Talk Later
Take Time to Talk to Your Customers on a Personal Level
THREE DOGS NEED LOTS OF ATTENTION
Build Customer Trust through Engagement
Remember to Nurture Relationships
FOUR YOU ARE THE CENTER OF THEIR UNIVERSE
Focus on Their Needs
Build Long-Term Relationships by Being Attentive and Authentic, Even in Transactional Sales
FIVE GOTTA GO NOW!
Customer Urgency
Figure Out the Customer Timeline Up Front So There Are No Surprises
SIX OOPS!
Mistakes Will Happen: Clean Them Up Quickly and Without Anger
How You Handle Mistakes Is More Important Than the Mistake Itself
SEVEN A CHOW CHOW IS NOT A LAB IS NOT A BEAGLE
Let Them Tell You What’s Important to ‘Them Before Diving into Your Sales Pitch
EIGHT FETCH (AGAIN AND AGAIN)
Continuous Customer Contact Is Key
Continue to Market to the Same Group
NINE ROLL DOWN THE WINDOW AND TAKE IN THE SMELLS
If You’re Passionate about Your Product or Service, It Will Show
Notice Customer Signals Along the Way and Be Prepared to Go Off Track
TEN I’M NOT GOING IN THERE: THE VET
Checkups and Check-Ins Are Important to Any Relationship
Use Dashboards to Measure Your Progress and See Where You Need to Put More Attention
ELEVEN DOG PARK RULES
How to Work with Complex Organizations
How to Navigate Various Personalities
TWELVE BAD DOG
How to Handle Bad Customers
What to Do If You Have a Bad Boss
THIRTEEN STAY HYDRATED
Focus on Work/Life Balance
Take Care of Yourself or You’ll Never Survive Long Term in Sales
FOURTEEN SHAKE OFF THE MUD
Change Your Mindset
Be Prepared to Zig Instead of Zag
FIFTEEN SOMETIMES THEIR BARK IS WORSE THAN THEIR BITE
Dealing with Angry Customers It’s Not You
SIXTEEN BE TRUE TO YOURSELF: DON’T TRY TO BE A PITBULL IF YOU ARE A POODLE
How to Navigate the Old Boys Network If You Aren’t Part of It
SEVENTEEN DON’T FORGET TO ROLL AROUND IN THE MUD, GET DIRTY, AND HAVE SOME FUN
Work Hard but Don’t Forget to Stop and Laugh
It’s OK to Share Customer Stories, but Be Appropriate and Never Mean’
Tentang Penulis
Julie Hickey is a mom, wife, daughter, sister, friend, dog owner, career salesperson, book lover, traveler, entrepreneur, writer, and blogger on www.theordinarymom.com and www.thesidehustlejourney.com. She lives in Northern California with her wife, 3 kids, and her dog, Oliver.
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