A Tie Down is a statement that is converted to a question directed at the prospect. This is powerful because too often in the sales presentation the sales professional becomes prey to making value building statements about the product or service without getting buy-in from the prospect. It is vital that the sales professional remember that if he or she states something about the product or service that is being presented that is good, but if the prospect says it then that is gold. Remember that the definition of a sale is the transfer of belief and/or enthusiasm. Tie downs aid the sales professional in ensuring the transfer of belief and/or enthusiasm for the product or service. Read through the below examples and notice the difference between using a tie down and not.
Example #1 (Not using a Tie Down)
Sales Professional: “This training will save your company money?”
Prospect: (no response)
Example #2 (Utilizing the Tie Down)
Sales Professional: “Wouldn’t you agree that this training will save your company money.”
Prospect: “Yes, I can see how it would.”
Tie Downs are simple to think of regardless of the question. One method is when presenting a value building statement incorporate one of the following phrases within the statement and turn it into a question aimed at your prospect.
· Wouldn’t it?
· Isn’t it?
· Wouldn’t you agree?
· Couldn’t it?
· Doesn’t it?
Use some Tie Downs in your next sales presentation and you will see the difference!
