Tie-Downs are a form of turning a statement into a question that force either a “yes” or “no” answer. The more little yes’s 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 it 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
Don't you agree?
Isn't that right?
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!
See you next week…..