Tie Down Sales Techniques – Your Ultimate Guide
Tie down sales techniques are one of the commonly proposed sales techniques that came out of the 70’s and 80’s.
Made famous by Speakers from that era such as Tom Hopkins, they served as a key ingredient and a part of your everyday sales conversation toolkit.
Do tie down sales techniques still work though?
In this article we’ll look at:
- What tie down sales techniques are
- Some examples of how they are used
- Whether they still work or not
- And what you should be looking to do instead
Tie Down Sales Techniques – Your Ultimate Guide
What Are Tie Down Sales Techniques?
Also, commonly known as trial closes, tie down sales techniques are questions you ask at the end of a statement, which illicit a response from your prospect to say yes.
While having a conversation with your potential clients/ prospects, an important part of your sales process is to dive deeper by asking open-ended questions.
If you just make statements and present too early, you risk the likelihood of turning off your prospect and not making the sale.
This is where the tie down sales technique was born; it allows you to make a statement, and then turn it into a question at the end.
Examples of Tie Down Sales Techniques
As previously mentioned, tie down sales techniques are designed to elicit a yes response. Below are a number of examples of it in use; many that you may have heard before:
- Are you with me so far?
- You would like that, wouldn’t you!?
- Yes – that’s a terrific feature, isn’t it?
- Do you see what I mean?
- You would use that, wouldn’t you?
- That sounds great, doesn’t it?
- This way would work for you, wouldn’t it?
- You love that colour, don’t you?
- It’s a big living room, would you agree?
We can go on and on here with examples.
The main fundamentals behind what tie down sales techniques do, is to firstly ask a question you would know they will agree with – and then ask the question that receives a yes from your prospect.
So now that we know that they are and how they work; let’s look at whether they still work or not in today’s day and age.
Related article: What Are Assumptive Close Questions? (With Examples)
Do Tie Down Sales Techniques Still Work?
As you read through the list above, you’d probably recognise some of questions listed; don’t you?
Did you just notice I used a tie down with you?
Tie down sales techniques and trial closes definitely do still work; however, there are two important things you need to understand prior to using them in your sales repertoire.
Don’t Ask Questions Like A Shady Salesperson
The problem with many tie down sales techniques, is the way in which they are delivered. As you read through the list, you may have gotten some slight cringe as you read each one; thinking back to what old movie you watched when the character was selling someone else a used car.
They sound old, tired – and like something that should have been left in the 80’s.
The fact of the matter is though, is that trial closes and tie down sales techniques are still a valuable resource and something you should use; but the delivery in which how you ask the questions is key.
Examples of good tie down sales techniques are:
- Does that make sense? (use sporadically)
- You mentioned earlier that closing sales is important for you; would you like me to teach you how to close more sales?
- So just to recap – you’ve told me you have a growing family and want a four-bedroom house; would you like me to show you our range of four-bedroom properties?
Notice the difference from this list to the once earlier.
In this list, I’ve gotten information first by asking open ended and deep diving questions; and when I relay the information back – I do so by asking in a way to get a yes response.
How do I know they will say yes?
They’ve already given me the information. I purely demonstrate that I’ve been actively listening and reinforcing the importance of what they have already told me.
It’s Not About Getting A Yes
The second fundamental when understanding tie down sales techniques; is that it is not in fact about getting a yes.
Instead – it is about transferring belief.
Sales is the act of having a conversation with a person, learning about their pain points; and offering a solution to those needs.
For this to work (for a sale to happen), a person must believe that there is a need for a solution to their pain.
So by asking questions that illicit a yes response; it isn’t about the word yes as such – but instead, about agreement.
Tie down sales techniques shouldn’t be about getting a yes- but instead, about getting agreement.
The reason being, is because if you make a statement; it’s your belief.
When a prospect agrees with you; it’s not only your belief – but also their new belief too.
Ask deep diving questions to learn about your prospect’s problems and pain points.
Once you have an understanding about what they’re going through; and know you can in fact solve it and serve them – reiterate it back in question form.
If you can – avoid making statements without ending the question receiving reassurance back and getting agreement.
It’s not about getting agreement at the end of your sales process.
Instead – it’s about getting many micro agreements throughout the sales conversation.
This then leads to many micro belief changes – which leads to the sale.
Tie down sales techniques are a powerful tool in your sales arsenal – but only when used correctly.
Avoid sounding like a parrot and using old shady type questions that were used 40 years ago; instead, ask questions that’ll illicit agreement, buy in, and belief change.
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