Everything I Learned About Sales I Learned From My Dog (eBook)

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"