Charlie Cook's MArketing for Success Insider's Club


The Salty Dog Syndrome

Author: Bob Oros   |   December 27th, 2009

There were about 45 sales people in the meeting and I was presenting them with one of my products, a hot dog.  It was not a new product but it was new to them.  After everyone was just about finished sampling the hot dog everyone seemed sold on the product.

Then, all of a sudden, someone said, “Man, these hot dogs are really salty!”  Pretty soon everyone agreed, they were salty.  I knew the salty hot dogs would never sell so I had to act fast.

I told them that I would arrange to have the hot dogs picked up from their warehouse and send them another order that would be reformulated with less salt.  One monthsales tips for small businesses later I was again at the sales meeting presenting the same sales people with the reformulated hot dogs.  Everyone agreed that they were much better.

The formula with slightly less salt was a big improvement.  We had a great introduction offer for their customers and we sold tons of hot dogs.  Everyone appreciated the extra effort I went to in order to give them the hot dog that they really wanted.

Here’s the problem. I had the hot dogs picked up, put back in my warehouse, and two weeks later shipped the EXACT SAME HOT DOGS BACK TO THEM!

Do you really think a company that was making millions of pounds of hot dogs every day with hundreds of thousands of customers all over the world who were very happy with the product would change the formula because one guy in a sales meeting said they were salty?

No way.  And besides, they were not salty, they tasted great.  But I had to make them think that I was able to have the hot dog reformulated.   One guy out of the 45 sales people made a unthinking, uneducated comment, and pretty soon, the other 44 “sheep” believed him and started complaining about the salt content!

Now I have a really tough question for you.  Are you one of the “sheep” who listens to someone on CNN and let them tell you that business is down, that no one is buying, that the hot dogs are salty?  Are you one of the sheep who believe that politicians can create a cure-all for the economy?  Are you one of the sheep who let other people tell you what and how to think?

Or are you a TRUE sales person who has the guts to stand up and go into psychological warfare with yourself and your customers and be part of the solution rather than part of the problem?

If you stick with any prediction long enough, it will happen. The media is unrelenting in its attempt to manufacture an actual recession, or at least convince people there is one. If you hear it from CNN, FOX and MSNBC every single day, you will believe it.

It is up to you to contradict the loud voices of gloom and doom telling your customers to lock up their money in fear.  Money moves around, changes hands and gravitates to the person with an attitude for attracting it.

I didn’t think the hot dogs were salty.  I thought they tasted great.  I wasn’t about to let ONE uneducated sales person spoil my business!


About Bob Oros
Related Resources

More Posts by Bob Oros

To discover the easy and inexpensive ways anyone can attract more clients and maximize their profits, sign up for your FREE Profit Now Report.

Reblog this post [with Zemanta]

3 Responses to “The Salty Dog Syndrome”

  1. Joe Ferry Says:

    It’s silly — if not downright suicidal — to stick your head in the sand and pretend everything is ok. There is a recession. It’s real and people are hurting. No amount of positive thinking or denials will change that. It’s not a media-created mirage.

    However, that’s not to say an individual business cannot thrive in a struggling economy by recognizing reality and meeting the needs of the marketplace by offering great products and great service at a price that is equal to or less than its perceived value. Do that and your business will thrive, even in a difficult economy.

  2. Carol Says:

    I understand how the customer service idea works but one would need to be very careful that they are not stuck with false advertising. By stating that the hot dogs would be picked up and reformulated with less salt, sending the same hot dogs back is misleading. The power of suggestion, though, is clearly shown in this article. People will believe what they want to. The skill of the salesperson is what will make that sale. By hearing what the client is saying, the sales pitch can be formulated to meet their needs.

  3. Foodfunandwinegirl Says:

    I like your site! I am always looking for great info and products. Thanks for posting and hope to see you at

Join the Discussion!

What do you think? We value your input. Share your comments, advice or ask a question.