[Zach]

TIP #5

Utilize Tie-Downs

A tie-down, also commonly known as a "yes" question, is a short statement that requests a response from the client. They should be used after every logical point. They keep the customer involved in the presentation and invite them to ask any questions they may have. It prevents you from speaking over the client, rather than speaking with them. It also forces the client to be engaged with you, rather than zone out on their phone or computer while you're speaking.

For example:

This $50,000 loan will help you to purchase the new truck you are looking at, which in turn will allow you to generate the additional $10K of monthly income you mentioned. That is what you are looking for, correct? <---- Tie down

By utilizing tie downs you can keep a customer engaged. This engagement is key to keeping them from getting icy and cold (which happens when you keep TELLING, instead of SELLING). Always ask the customer if what you said makes sense or if it works for them.

Tie downs can also be used as small "trial closes" to gauge interest. Tie downs are indeed a sales tactic, but they have a legitimate purpose. Before anyone says "I don't use sales tactics, I am a true consultant!!!" ..... think about what I am saying here. I am saying to invite the customer back into the conversation. Any true consultant would do that frequently -- tie downs are a simple way to accomplish just that.

Here are several examples of tie downs that can be used on every call:

Would that help?
That makes sense, right?
Fair enough?
Do you see that being beneficial for you?
Is that what you want?
Does this sound like what you're looking for?
If I can secure that for you, would it benefit your business?