George was excited about doing his first full-length sales presentation. Getting past the secretary, getting the first appointment and now going back to meet with the committee, this is what sales is all about, he thought. And to make sure that everything went well, Harold, his sales manager was going with him.
"Well, George, are you all set for your first dog and pony?" asked Harold.
"My what?" responded George.
"Dog and pony, that's what salespeople call sales presentations. You trot out the dog, show the audience all the tricks. Bring on the pony and show how the dog does tricks with the pony."
"Well, I suppose...I never thought of a sales presentation that way."
"Get used to it. The prospects like to be entertained a bit before you go in for the close."
George gave his presentation, and unfortunately, the prospects did not place an order. Coming back in the car, Harold offered some words of advice.
"George, you certainly know the product well enough, but you didn't do enough flash. Not enough dog and pony. You've got to make the presentation more entertaining, get them excited."
"Yeah, I guess so," nodded George glumly.
"Hey, don't worry. That's why I went with you. There are some jokes I think you ought to try on the next show-and-tell. Get them laughing and then get them signing, that's my motto."