How many of you are familiar with Cesar Millan, “The Dog Whisperer” (www.cesarmillaninc.com)? If you are an animal owner and you don’t know who he is, you need to. I have developed an addiction to his practice of dog psychology and his show on The National Geographic Channel. Our family has a new puppy, Buster, which, as cute as he is, could make even the biggest animal lover CRAZY! (See picture, I know “Ahhhhhhh……”)
I realized after watching several episodes of the show that Cesar is the “Caskey” of the dog world. Why do I say that? Here is an excerpt from his web page:“Cesar counsels people to calmly, assertively, and consistently give their dogs rules, boundaries, and limitations to establish themselves as solid pack leaders and to help correct and control unwanted behavior. He doesn’t believe in ‘quick fixes.’
Though changing some behaviors can appear to happen in a relatively short period of time, none of those changes will ’stick’ unless the human acts consistently with his or her dog every day to keep unwanted behaviors from returning.”
The Caskey Philosophy
So, how does that translate to the Caskey philosophy of revenue generation?
We teach that you, as a professional salesperson, need to be in control of the sales process – not the outcome, or the other person, but the process.
In order to do this you need to be confident in your process, even when the prospect pushes back. You know what works and, as uncomfortable as it gets, if you’re operating from a place of high intent, you need to keep doing what’s in the best interest of your prospect.
We’re also firm believers in repetition and understand that bad habits aren’t fixed in a 1-day workshop. It’s consistent practice and work on the mind that “keep unwanted behaviors from returning.”
When you are calm and assertive about your process and helping your client, they relax and trust you to do the right things. We often hear that our methods are “soft” or “weak” because they aren’t “in your face, high pressure selling.”
Cesar says that he hears the same thing about his methods. He doesn’t believe that a dog should ever have to be yelled at or hit. We don’t believe that a prospect ever has to be convinced or persuaded. I don’t know what you think about this, but I’ve seen Cesar use his methods to walk into a pack of 25 pit bulls and be completely in charge, without saying a word; just with the energy that he exudes.
Sound like some presentations that you’ve been in? Use your intention (energy) and control the pack!
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{ 3 comments… read them below or add one }
Wow! what a great post. Thanks, Brooke. You made my day when I really needed it.
Time to re-energize!
Anybody who doesn’t see the wisdom in selling this way isn’t long for the successful side of the sales world.
Consumers are getting smarter and big business will eventually catch up too.
Comsumers today are less likely to be persuaded, but are normally happy to let you walk them thru the process…as long as they walk at their own pace.
You can’t take those steps for them and you can’t pull them any faster than they want to walk.
“Three Steps To A Sale” was my contribution to this line of thought, but I won’t link to it here.
When you “whisper” people listen closely. Thanks Brooke.
TJ