Tie-Downs Are Critical To Sales
May 3, 2012 By Harvey Mackay
If you knew two little words that could improve your sales, you’d use them, wouldn’t you?
When you see your customer has some reservations, it makes sense to get the issues out in the open, doesn’t it?
And after the ink is dry on the deal, you should make every effort to make sure your customer is satisfied, shouldn’t you?
So why all the questions? They illustrate a simple technique – sales tie-downs – that can help you improve your sales. By getting your customers to agree with you in small steps along the way, you have a better chance of reaching agreement when it’s time to do business.
The salespeople who effectively use tie-downs are more successful. The ones who don’t aren’t nearly as successful. It’s that simple.
So what exactly are sales tie-downs?
They are short phrases that can be added to statements to turn them into questions that get your prospective customer to start saying yes long before you go for the close. You ask these little questions throughout your sales presentation to engage your customer and get them used to saying yes. Psychologically, they will then be more likely to say yes when you ask for the sale.
To read the entire article from Harvey Mackay:
http://harveymackay.com/column/tie-downs-are-critical-to-sales/
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