“Super common with this breed”

The vet should have stopped after she got the dog-owner to accept the first three. Here are some funny comments:

“for anyone who thinks that eye removal joke is an exaggeration my mom’s yorkie almost had her eyes removed by the vet after years of treatment when another vet cured them easily with some drops and a cream”

“Sounds surprising similar to the last time I took my car in to the mechanic for a “general check-up.”

“When my dog started to have trouble walking the vet touched his belly for like one minute and told me he only has 3 months to live. Charged me $80 for it. He did die 3 months later tho so thanks for the heads up”

Focused more on action

“A few years ago she explained in an interview that she simply never believed that ‘a person can touch other people so much with words that they change their minds.’

Accordingly, she has always focused more on actions than words. She almost never gives interviews to foreign news outlets, and those she gives the German media are rarely exciting. She has never supplied the tabloids with even a hint of scandal.”

That’s Serge Schmemann, the decades-long journalist for the New York Times, about Angela Merkel in an article on September 26, 2021, election day in Germany, when Merkel, after sixteen years in office, is not on the ballot.

Always be closing

This is a famous movie scene with Alec Baldwin. If you are in sales now or ever have been, brace yourselves, it is very, very intense. And remember, sales at its core is persuasion. From the movie: Glengarry Glen Ross.

There are some very well-known, even famous, American actors in this scene. Can you name them?

“Buy before too late!“

When Americans sell too energetically Germans find it a bit crass, loud, unpolished. I see in my mind’s eye a certain kind of television advertising in the U.S. Evenings. Six p.m. A local station. A local car dealership. The owner him-/herself, with his face up close to the camera, in a loud voice: “This is the greatest deal of the century. Buy fast, folks, before it’s too late!”

Or I think of the famous, and often infamous, television evangelical preachers of the 1980s and 90s, with tears in their eyes asking their audience in the church and in their living rooms to “speak directly to God” – via an 1-800 telephone number – and make a donation.

What Germans do not understand, and reject (often vehemently), is the caveat emptor (let the buyer beware) approach in the American business context. The difference between the German Auskunftspflicht and caveat emptor is dramatic and leads to significant misunderstanding and irritation.

What surprises, throws off balance, and can anger Germans is when Americans while selling their product, service, concept or idea only mention its strengths, even though the Germans sense, or even know, of its weaknesses.

They often notice immediately when Americans exaggerate the positive and either play down or leave unmentioned the negative. And if the negatives are mentioned, then as if by some magic they can actually be converted into strengths, if understood and managed properly.

Depending on how much experience Germans have working with Americans, the caveat emptor approach can lead to indignation. At a minimum Americans can be viewed as being tricky, clever, in some cases even as lying.

Citibank survey

A recent survey of Citibank branches in four countries (the United States, Germany, China, and Spain) was conducted to determine the most effective persuasion methods for employees to use in order to convince their colleagues to do a favor for them. All four countries had very different results.

The survey showed that Americans are more likely to be persuaded to help their colleagues if there’s something in it for them, or if they owe their colleagues a favor. They tended to ask questions like “What will I get out of this?” and “What has this person done for me?”

Germans, on the other hand, were more likely to be persuaded to help if the favor stayed within the rules of the organization. They tended to ask questions like “According to the official regulations, am I supposed to help?”

“Interest not Reason”

“Would you persuade, speak of interest, not of reason.” Benjamin Franklin, 1706-1790, statesman, scientist, and philosopher

“There is nothing in the world like persuasive speech to fuddle the mental apparatus.” Mark Twain, 1835-1910, author and satirist

“People don’t ask for facts in making up their minds. They would rather have one good, soul-satisfying emotion than a dozen facts.” Robert Keith Leavitt, 1895-1967, advertising copywriter and non-fiction writer

“Enchantment is the purest form of sales. Enchantment is all about changing people’s hearts, minds and actions because you provide them a vision or a way to do things better. The difference between enchantment and simple sales is that with enchantment you have the other person’s best interests at heart, too.” Guy Kawasaki, 1954 – , author, venture capitalist, technologist and former chief evangelist at Apple Computer

“Sales-driven cultures can really differentiate you from the majority of your competition. That doesn’t mean being salesperson oriented, just sales oriented: winning deals, smelling the blood and going in for the kill.” Josh James, 1970- , CEO of Domo, was the youngest CEO of a Nasdaq or NYSE traded company

Win Friends and Influence People

Dale Carnegie (1888-1955) was a lecturer, writer and developer of courses on self-improvement, salesmanship, public speaking, and interpersonal skills. His How to Win Friends and Influence People (1936) was a record-breaking bestseller which remains popular today.

His books and Dale Carnegie Training courses focus on building self-confidence, strengthening people and communication skills, as well as developing leadership traits. Carnegie believed that it is possible to change other people’s behavior by changing one’s own interaction with them.

How to Win Friends and Influence People is number 509 in Amazon.com’s top book list and has over 1,060 customer reviews on the website with 4.6 out of 5 stars rating.

Additionally, it is one of the top 20 “Best Sales Book” on Monster.com. Operating in over 75 countries, Dale Carnegie Training has been in business since 1912, with clients among the world’s most successful global companies.

Buyer‘s Market

The United States has been growing since its birth. Growing in territory, in population, in economic output. For the most part the U.S. has striven for open markets, domestically and internationally. Americans also believe in meritocracy. People should benefit directly from their hard work.

Americans believe in competition. And America has always been a buyer‘s market, with supply outpacing demand. In such an environment, success cannot be attained without active effort to win customers. In America, sales and marketing are critical to success. Simply „building the better mousetrap“ is not enough.

An Amazon.com search on “Buyer’s Market” generates 13,959 results. Book titles include Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth, The New Rules of Marketing and PR: How to Use Social Media, Online Video, Mobile Applications, Blogs, News Releases, and Viral Marketing to Reach Buyers Directly by David Meerman Scott and Buyer Beware: Finding Truth in the Marketplace of Ideas by Janet Parshall. 10.5 percent of native-born Americans between the ages 25 and 64 are employed in the sales industry.

Caveat Emptor

When persuading Americans do not feel obligated to offer full and comprehensive information about the weaknesses of their proposal, concept, product or solution. Instead, the obligation is with the buyer (the audience) to expose the weaknesses through critical questions. If asked, competent, professional and honest Americans will respond forthrightly.

This is a shared logic among Americans. Listeners know to ask the critical questions. Speakers know to anticipate those questions. If the critical questions are not asked, if the listener then accepts (buys), only later to discover negative aspects, the listener (buyer) will not blame the speaker (seller), but himself.

Besides, who wants to admit to their colleagues or boss, to their spouse or friends, that they made a poor decision?