If you’ve ever watched the Dog Whisperer you know he doesn’t train the dogs.  Nope he balances the dog and “trains” the owners.  He shows the owners how to become the pack leader their dog is looking for.

Very interesting…  You’ve probably also heard most people are sheep looking to be led.  People are looking for a person who has the answers they want.  When they find that person they will eagerly follow that person to the solution they so desperately want.

When the dog owner tries to “train” the dog rather than leading the dog the dog resists.  The dog senses the owner lacks the calm assertiveness of a leader.  So the dog presumes the leader position and refuses the owner’s direction.

Most sales people try to “train” their buyers to buy.  Excuse me… I have a mind of my own and I’m not going to be told what do to or how to do it by a pushy sales person!  Therefore, I resist your attempts to “train” me and the sparring match begins.

However, I hold all the power because you have chosen to give up your power.  I can leave the ring any time I please leaving you without a sparring partner.  I can toy with you like a cat with a mouse leading you to believe I’m going to buy then snatching the prize away at the last second.

Yet, if you approach me with calm assertiveness aka as a balanced person,  open and friendly I will mirror that back to you.  Projecting the image you want in return from the other person is powerful persuasion.  When you project balance I’m able to maintain my balance and have no desire or need to resist you.  If I’m not in a balanced state you have to get me out of the state I’m in and help me return to a balanced state.  At that point we, as two balanced individuals, can work together discovering, exploring, and defining our relationship.

When it makes sense for both of us that relationship becomes a long-term relationship as an extension of the sale.

The dog whisperer’s success is the result of his attention to and appreciation of balanced dog behavior.  How is sales so different?  When you pay close attention and appreciate your future buyer for who they are, what they want, and why they want that your success follows.

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