Sales Dogs: You Do Not Have to Be an Attack Dog to Be Successful in Sales

by Blair Singer

Book Overview

This text reveals how knowing the characteristics and interactions of the five basic breeds of people can help anyone improve their business and selling savvy. If different workers have the personality traits of different breed of digs then, says Blair Singer anyone can learn what their natural strengths and weaknesses are in order to achieve the best possible results.

• Format: Paperback
• Language: English
• ISBN: 0446678333
• ISBN13: 9780446678339
• Release Date: January 2001
• Publisher: Warner Books (NY)
• Length: 272 Pages
• Weight: 0.79 lbs.
• Dimensions: 0.8" x 6.0" x 9.0"

Customer Reviews

The Dog's Have It!

I was first captivated by the title of this book and then was drawn in more deeply by the no-nonsense approach I read throughout.I actually laughed outloud about some of the Myths aboutSelling which are argued (humorously -- I might add) withfacts.Ahhh, I have heard this one COUNTLESS times before:"What does selling have to do with building businesses, managing people, raising money and investing?"Rich Dad's answer -- "EVERYTHING!"I also appreciate the section on who your most important salescontract is with... YOURSELF... as you are your own harshestcritic, your own most difficult client and your own personal objection and rejection machine -- all wrapped up in ONE body!The Five Sales Dog types are outlined more fully in the bookbut even in their titles you may begin to recognize yourselfAND your staff (if you are a manager.)Pit Bull - stereotypical, aggressive sales personGolden Retriever - bundles of love customer service is everythingBEGS for the PRIVILEGE of selling to YOU, my fav customer!Poodle -- Intellectual and high strung with the focus on looking good....Chihuahua -- Don't be fooled by their small stature, they have TEETH! Basset hound -- they look like they will roll over and take anything, whatthey are really doing is building long term, loyal relationships.and then... there are the BIG DOGS.....The Sales People who want the biggest stage, the brightest lights,the packed crowds and the FAST TRACK DEALS. They will put themtogether, get the signature and for goodness sakes, get someoneelse to follow up.....The book goes on to teach the reader how to leverage their ownSales Dog style to make the most of the bottom line.With this book you can learn a LOT and enjoy the lessons asyou go. Its all delivered in the Rich Dad style PLUS yes, thereis even a free audio download available.....A sure winner -- "The Dog's Have it!"

Excellent for the Young Sales Professional

As a sales manager I am always looking for books that will not only help me but more importantly help my employees. Sales Dogs is perfect for this. I purchased it at an airport bookstore and was nearly finished with it by the time I landed at my destination. It kept me engrossed and was very easy to read. The comparison of various breeds of dogs to different sales styles was quite creative and helped keep the material lite and enjoyable while at the same time educational. This book is perfect for the young sales rep with under 5 years experiance. It will help them identify what sales style fits them best rather than trying to be something they are not. Sales Dogs also will help them understand the importance of stretching beyond their own sales style and adopting some of the positive traits of the other "breeds" of sales reps, even if it takes them outside of their comfort zone. I manage a group of 12 inside sales reps selling office equipment for a forutne 500 company. All of my reps have less than 5 years experience in sales so I will be purchasing 12 more copies of Sales Dogs. For the more experienced sales professional, this book is still very enjoyable and offers some helpful insights, however, if you've been in the sales game for a long time (and your still at it) you've probably already figured out, the hard way, what style works best for you. I only wish I had had this book when I started out, it might have saved me considerable time and frustration.

A Must for ALL people involved in Sales

NO business succeeds without salesmanship, even if it's only in writing or on a video, website, or audio cassette. Many business owners and entrepreneurs try HARD to avoid that reality, simply because they have an incorrect perception of the sales process and the people who do it. Even doctors "sell", so just learn to accept and even like it. It's no where near as bad as most people make it out to be, and it's one of the most profitable occupations in the world to be involved in.In all honesty, I actually avoided buying this book for quite some time!When I first saw it in the bookshops, and had a quick flick through its contents, my initial impressions were that it was hokey or childish to compare Sales People to dogs. Even though it came recommended by Robert "Rich Dad, Poor Dad" Kiyosaki (as part of his new Rich Dad's Advisors series) I decided not to buy it... I did not think it could teach me anything of value.Many months later, I had occasion to visit the Sales Dogs website and review some of the information listed there, and was most intrigued with what I read. I learned about what kind of sales person I am (for those of you who have read this book or done the test, I'm primarily an even split Retriever/Chihuahua - for those of you who wonder what I'm babbling about, visit the website and do the FREE Sales Dogs profile test - lots of fun!)Here's the silly part: I must have been daydreaming, because for some reason, I suddenly got the idea from the website that the book Sales Dogs was actually a follow-up to the first book I'd seen in the stores, and what I read about it on the website intrigued me enough to actually go out and buy it the next day. Remember, I did this thinking it was NOT the first book!When I got home and actually read it, I realised my silly mistake, but by that stage it was too late to do anything about it. Thankfully, I LOVED the book.Blair Singer really captures the essence of the 5 major types of Sales People out in the marketplace. He just chose to represent them by using the dog metaphor - it adds a little fun to the whole proceedings. I could see myself in the various descriptions within this book as well as some of my friends who are also involved in sales in some form or the other.Contrary to what the VAST majority of people believe, most sales people are NOT pit bull terrier attack dogs who love to latch onto a prospective customer, and then won't let go until they've bled them dry! Thank goodness for that, otherwise I would never have succeeded as a sales person, nor would many others out there in the business world either.I guess that's one of the things that really appealed to me about this book - that a GOOD sales person can be low key, non-pressuring, service-oriented and open to their customers needs, all while achieving sales and business success. This is GREAT news for people who view ALL sales people in the same category as the used car sales person or door-to-door vacuum cleaner salesman. In my opinion,

Not just for Sales Dogs - for Marketing Dogs too

Sales Dogs is an inspiring read. The title is intriguing to start with, giving a hint that it is not going to be a run-of-the-mill sales motivational book. Coming from Robert Kiyosaki's "Rich Dad's Advisor" stable was a recommendation in itself and pointed to it being an alternative view on what makes the sales person - or sales dog - in us all. From the onset Blair Singer's drawing of parallels between sales people and various breeds dogs is both poignant and droll, with some observations simply laugh-out-loud funny. What's true in the book is the fact that there is a sales dog - or cross-breed in all of us, whether we are sales people or not. "Selling" is part of being human and embracing that - and the possibilities in life that this creates - is really brought to life in Blair's book. Oh, and there's some great cartoons too.I am in marketing and while there is always a healthy "love-hate" relationship between sales and marketing, better understanding of what makes a salesperson - what breed they are - and how to work with them makes working together more productive and joyful. I have found that I am much more understanding of sales people since reading the book and take delight in trying to identify their "breed". Moreover, the book has inspired me to "be in touch with my inner dog" and be true to my salesman tendencies. I can recommend this book to anyone looking for an amusing, slightly off-beat look at the human interaction side of the art of selling, whether you are in sales as a profession or not.Go find out what breed you - or the people around you are. You may be in for a surprise!...

To sell, must you bark or bite...?

This is a wonderful new book written as part of the new Rich Dad's Advisors series. Robert Kiyosaki has asked some of his closest friends to write books on their areas of expertise. Blair Singer stepped forward to contribute his take on salsemenship.'Sales Dogs' is pretty straightfoward. It's a series of comparisons between different types of sales people and different breeds of dogs. Have you ever seen the movie 'Glengary Glen Ross'?? I kept thinking of those characters as I read this book. There's the fierce Pit Bull (Alec Baldwin) who moves in quickly for the kill. There's the old fashioned, loveable Bassett Hound (Jack Lemmon)... who gently walks up to you and nudges your leg and then there's the ultra smooth talking, highly polished french poodle (Al Pachino).I loved this book. It makes some really great comparisions between man's best friend.. and man's (occasional) worst enemy. If you are in the pursuit of financial literacy, I highly recommend this one, with any or all of the other 'rich dad' books.