The manager or salesperson would state that if the puppy isn’t right for your family, just bring the little guy back the next day. This approach is also very successful in automobile sales.  Sometimes all it takes to cement the deal is getting the prospective buyer behind the wheel on a test drive. Perhaps it takes the dealerships’ three day return policy, where the prospect parks the new vehicle in his/her driveways and starts to get all those “oohs and aahhs” from neighbors. Or the retail store with a long-term return policy that’s just long enough to solidify an emotional attachment to the item.

The bottom line is that the puppy dog close works! In reality, the essence of the contract to perm business is based on the principals of the puppy dog close. In the world of temporary staffing, contractors are routinely placed on assignments that could result in a conversion to a permanent role. This arrangement gives both the client and contractor an opportunity to try each other out. For Search Consultants who have the option of allowing their clients and candidates to “try out” a situation, there is a high closure rate.

For those whose business model is permanent placement, try the puppy dog close to get a candidate “hired” that the client isn’t 100% committed to bringing on board permanently. However, be mindful that your candidate should be of the caliber and quality that your client demands.  The thought process is for the candidate to join your client organization on a trial basis, with the plan that s/he will prove worthy of becoming a full-time permanent employee. This approach can be a highly effective closing tool if used correctly. The puppy dog close is really about gathering information and creating options before a final close is appropriate. Here’s a shout out to all the brave pet store puppies that inspired a highly effective closing technique in professional search!

Puppy Dog Close Candidate Examples
Puppy Dog Close Client Examples