We are all afraid to be sold aren't we? We would prefer to be left alone to make our on decision or be sold by someone who we feel cares about us and has our best interest at heart, am I right? The previous two sentences were examples of what is called the Tie-Down.
What is a tie-down? Tom Hopkins says, a Tie-Down is "a question at the end of a statement that demands a yes, or isolates an objective." So the goal here is to get the other person to say yes as many times as you can before you proceed to the close. I want to make this point before I move on, if you decide to use this tactic it needs to be natural and in your own words. There is nothing worse than throwing up all over the other person. Sorry to be so graphic but that's what happens when you don't make it your own; you lose the person and you lose the sale.
Other examples of the Tie-Down would be "Can you? Aren't you? Doesn't it? Couldn't it? Wouldn't it? Shouldn't it? Isn't that right?"...and the list goes on. The goal is to practice and memorize all of them so this becomes second nature to you. The more questions you ask and the more "yes" answers you get, the better your salary will be.
So the goal for the next couple of days is to use this and begin to make it your own. The Tie-Down is a great tool to add to your bag of goodies and I know once you have this down you will feel the same way.
I will see you again soon where we will discuss another great sales technique, so until then...
Joel
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ACTION EXERCISE:
1. Write down as many Tie-Downs as you can find or imagine.
2. Memorize them until they become instinct to you and you can use them naturally.
3. Begin using them on a regular basis. If you want to be the best you have to do what the best do.
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