The PHEV and the Puppy Dog Close

You may have heard of the puppy dog close, which comes from sales training lore of the 1990s. And it still resonates today. My car packed up before the first Lockdown, so I needed a car for a New Year weekend trip to Mevagissey in Cornwall. My 22-year-old stepdaughter Jess came with us and her super hip best mate, Georgie, studying graphic design at Uni. They are ultra-modern thinking young people who resonate with all the trends of the contemporary era. My Mitsubishi garage took my old car in for…

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You don’t want this, do you?

This is where a negatively charged salesperson neither helps themselves or the customer. PC World checkout, shiny new electrical gadget on the counter, credit card out. The assistant says to me “you don’t want to opt into marketing do you? How negative. Conditioned, possibly a personal view, an assumption, maybe what her colleagues have told her, the grapevine. Whatever catapulted her to say this to me when she was charged with selling is beyond belief. My answer: “Yes please, I would like to receive your updates via email” “Really Sir?…

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The Perfect Test Close

The Perfect Test Close from Paul Archer on Vimeo. We all know about pre-closing or test closing, here Paul offers you how to tailor the pre-close towards the thinking styles of your customers. All you NLP’ers will like this Whiteboard Video tip.

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