Sales Tip: Use the "puppy dog close"

Sept. 9, 2022

If you give your customers the chance to test out a new tool for a few days, it'll often result in a sale.

Learn the “puppy dog close.” Just like taking your kids to the animal shelter and saying, “Ok, we will not take the first puppy you see." Yet, the first puppy your kids play with is it and off you go with your new dog. It’s the same with tools. If at all possible, allow a squeamish buyer the opportunity to keep and use that new tool for a week, and it’s a sale.

About the Author

Alan Sipe | President, Toolbox Sales and Consulting

Alan W. Sipe has spent the last 42 years in the basic hand tool industry including positions as President of KNIPEX Tools North America, Sr. VP Sales and Marketing at Klein Tools, Manager Special Markets at Stanley Tools and sales management at toolbox manufacturer Waterloo Industries. Currently Sipe is the owner of Toolbox Sales and Consulting specializing in sales strategy, structure, development and training. Sipe can be reached at [email protected] or 847-910-1063. Connect with Sipe on LinkedIn.