Tie-Downs are a form of turning a statement into a question that forces either a “yes” or “no” answer. The more little yeses you can get during your sales presentation the easier it will be to get the big yes at the end!
The use of “Tie-Downs” in your sales presentations can be a very powerful closing tool when used correctly and in the right places. “Tie-Downs” come in four main forms: standard, inverted, internal, and tag-on, and need to be mixed correctly to gain the maximum effect when leading your clients into the final close.
I have stated many times before in previous sales training articles of mine that nowadays we are dealing with a much more educated sales prospect. I don’t mean educated as in, they all went to university. I mean educated in the normal old school, hard close sales techniques, so you will need to practise mixing the four types of Tie-Downs until they flow into your normal conversation to avoid sounding like an old stereotype slick sales pitch.
So let’s look at a few examples of using Tie-Downs:
The Standard Tie-Down: (At the end of the statement)
“You can see the benefit of using tie-downs in your sales presentation, can’t you?”
The Inverted Tie-Down: (At the beginning of the statement)
“Doesn’t it make sense to include as many Tie-Downs into your sales presentations as possible?”
The Internal Tie-Down: (A little more difficult has to be placed within the statement)
“If you could master the art of using tie-downs, wouldn’t it improve your sales figures?”
The Tag On Tie-Down: (Tagged on to the end of your clients’ statement)
Client: “learning to use Tie-Downs was easy” You: “Wasn’t it?”
Did you find yourself answering yes to all those statements? There is also a way of using a negative tie-down to overcome objections, but that is a whole article in itself and I want to leave that for another day.
Here are a few examples of common tie-downs:
- Aren’t they?
- Aren’t you?
- Can’t you?
- Couldn’t it?
- Doesn’t it?
- Don’t you agree?
- Don’t we?
- Shouldn’t it?
- Wouldn’t it?
- Haven’t they?
- Hasn’t he?
- Hasn’t she?
- Isn’t it?
- Isn’t that right?
- Didn’t it?
- Wasn’t it?
- Won’t they?
- Won’t you?
As always, go and practise using Tie-Downs on your friends, partner, the guy in the pub and any one else who will listen to you until it becomes a natural part of your conversation. Then when you’re ready, include them into your sales presentations and watch your sales figures double over night!
Alan takes a deeper look into some of the most effective Timeshare Sales and Marketing Techniques and shares his simple but powerful selling skills gained from over 18 years personal experience of Selling Timeshare on the Costa del Sol at: http://simplesalesandmarketing.blogspot.com A refreshing look at sales and marketing for today’s Sales Professionals who have already learned you can never stop learning.
Tags: Closing Skills, Sales Techniques, Tie-Downs
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