Why do we have to sign up for a year? Can we have a free trial first?

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Puppy Conversations in Sales
Unfortunately, puppy conversations aren’t just relegated to our childhood.


In the world of sales, puppy conversations (disguised as business conversations) take place ALL the time within the walls of our customer’s organizations.

The customer-side coach or champion you’ve been working with may be completely convinced that your solution is the right one for them, but that may not be enough to get the deal done!

The final decision may need to be vetted through an executive decision-maker or even a planning, financial, or procurement committee. This means that at some point, your champion is going to end up having a puppy conversation inside their organization. In other words, a conversation where the recommendation to buy your product is going to be met with all sorts of pointed questions and objections:

“Have we explored at least a few alternative solutions?”
“Are other companies like us using this product?”
“Have we spoken to any references?”
“Why is it so expensive?”

The good news is that if your champion is prepared for bahamas telegram data these questions and has solid answers ready to go, you stand a fighting chance! Unfortunately, your momentum can be quickly undermined if you let your guard down, put on your happy ears, and count on gravity will pull you over the finish line.




So how can you prepare your champions to have a frictionless puppy conversation? Here are three helpful approaches.

1. Ask and Understand the Process
Take a direct approach by simply asking them what the process looks like. You could also consider baking the asking process into your company’s sales playbook to ensure the team knows that this is a critical step that must be addressed.