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If you want people to buy from you, you have to get them to say yes to you first. Get them nodding their heads while they're listening to your pitch.
But how can you do that?
It's easy. You use a tie down. A tie down is a question you ask at the end of your statement that helps you control the conversation.
One tie down I love and use all the time is “does that make sense?”
That simple question gets a prospect to say yes. If they say yes once, they'll be more likely to keep saying yes. The more in agreement that your prospect is, the more likely you will get a yes when you finally ask for the sale.
Here's another one I love:
“Do you have any questions? Or is that clear?”
This is excellent because it gives your prospect the chance to ask any questions if they are unclear. More than likely, they'll say it’s clear, and you can move forward with your pitch.
What are some of your favorite tie downs? How do you use them? Let me know in the comments.
When you use tie downs right, you are in control of the conversation. It's not a debate where you're continually going back and forth with your prospect. You are there to influence them and answer their questions.
I want to challenge you to try using some tie downs in simple conversation. See if it works for you. Leave a comment and let me know how it went.
