How to Use Tie Downs to Build Momentum

I do not know why tie downs aren’t used extra by gross sales reps promoting over the cellphone. They serve a number of essential features, together with:

Getting affirmation that the purpose you simply made was understood and accepted by your prospect. That is particularly vital when promoting over the cellphone as you do not have the bodily clues that inform you the way it’s going.

Utilizing tie downs can also be instrumental in constructing that every one vital sure momentum. If the prospect retains agreeing with you, then you possibly can really feel assured on the finish in asking for the sale.

Tie downs additionally give your prospect an opportunity to have interaction with you – if you use one, you even have to attend for them to reply.

Utilizing tie downs additionally offers you management over the circulate of the decision. Bear in mind, whoever asks a query is in management.

There are a lot of different worth causes for utilizing tie downs, however let’s take a look at a few of the only, and go over in what conditions they work finest:

#1: Every time your prospect asks you a shopping for query (and any query a prospect asks you is a shopping for query), after you reply it it’s essential to use a tie-down. Examples:

If a prospect asks you the way a lot one thing is, after you give them the worth, you should utilize any of those tie downs:

“How does that worth sound?”

OR

“Is that what you had been trying to spend as we speak?”

OR

“How does that evaluate with what you’re paying now?”

OR

“Is that inside your funds?”

OR

“That is an incredible worth as we speak, and I would take as many as I may at that worth – what number of ought to I ship you as we speak?” (O.Ok., that is an in depth, however I could not assist myself! Do you see how tie-downs can result in an in depth?)

If a prospect asks a query a couple of characteristic or a profit, use any of the next:

“Do you see how that works?”

OR

“Does that make sense?”

OR, higher:

“How would you employ that?”

OR

“Do you perceive how that works?”

OR

“I believe that is an incredible profit – how about you?”

If a prospect makes a press release that appears unfavorable, use:

“How did you come to that?”

OR

“In comparison with what?”

OR

“What do you imply precisely?”

OR

“How does your present vendor deal with that?”

#2: Use tie downs all through your presentation. Most gross sales reps energy by means of their shows and use far too few tie downs or check-ins. And once they do, they’re often closed ended which lead their prospect to disclose little. Use these extra open-ended tie downs to have interaction AND be taught essential shopping for motives:

“That is how we drive the leads… now inform me about how you’d get probably the most out of them?”

OR

“That is certainly one of our largest promoting factors… inform me: how would this affect the way you’re at present doing issues?”

OR

“Do you see how this works?” – After which: “How may this be just right for you?”

OR

“Are you with me there?” – After which: “What questions do you could have?”

OR

“That is a pleasant characteristic, do not you assume?” – After which: “How would that be just right for you?”

OR

“Is that this sounding prefer it may be just right for you?” (O.Ok., there I’m going once more! Do you see how after a couple of tie downs, it is simply pure so that you can begin closing?)

#three: Common tie downs are helpful at any level of your presentation. Customise from any of those to suit your product/service:

“What do you consider this to this point?”

OR

“Would this location be just right for you?”

OR

“What number of areas would this work for?”

OR

“What number of departments would need certainly one of these as properly?”

OR

“That is fairly particular, is not it?”

OR

“Do you see why that is so common?”

OR

“Inform me, would that match into your funds?”

OR

“Most individuals like this – how does it sound to you?”

OR

“Will that work?”

OR

“What else do you’ll want to know?”

OR

“What different space are you interested by?”

OR

“Would that be a deal killer for you?”

OR

“Would that be sufficient so that you can transfer ahead with this?”

OR

“Inform me: how shut are you to wanting to maneuver ahead with this?” (There I’m going as soon as once more!)

Let me reiterate that utilizing tie down’s offers you the intel you do not have as a result of you possibly can’t see your prospect’s response (since you’re promoting over the cellphone). Subsequently, it is vital so that you can start utilizing extra of the above tie downs throughout each dialog. Bear in mind, the extra you may get your prospect speaking, the extra you will be taught what it would take to shut them…

Copyright (c) 2015 Mr. Inside Gross sales

Mike is the go-to inside gross sales coach and cellphone script author within the business. He’s employed by enterprise homeowners to implement confirmed gross sales processes that assist them instantly scale and develop Multi-Million Greenback Inside Gross sales Groups. If you happen to’re trying to catapult your gross sales, or create a gross sales crew that really makes their month-to-month revenues, then find out how by visiting: http://www.MrInsideSales.com