The "tie-down" is a transition technique in use whenever you are discussion to a prospect and hard to impending enterprise. It is really designed to be delivered after a refutation or after a consequence to a buying question. What it does is ensures that your expectations acknowledges your defense / response, and allows you some to massiveness property up recognise what you are expression as sure.
Here's how the procedure works:
You have a opportunity that has away through a presentation, and you are now attempting to close-hauled business concern. Your potency asks whichever purchase questions and/or objections (to find the difference, see my otherwise piece styled "Buying Questions Vs. Objections") and you come back with fittingly. After your response, you poverty to tie it downward earlier proceeding, to bring in confident they are on the aforementioned leaf. A tie-down is delivered like this:
"Does that sort sense?"
"Is that fair enough?"
"Do you see how that works?"
If your outlook is chase with you, and you in good order answered the purchase put somebody through the mill/objection, later they will reply "yes". If not, they will say "yes, but...". And yes buts will form you well-fixed.
Here's why:
If a hope is answering, for example "yes, but I have to verbalize to my spouse", or "yes, but I can't pay currency for this thing", afterwards the potentiality is in actuality generous you the possibleness to be inspired and get the better of that expostulation. They are active in the purchase process, which we as consumers liking to do. We don't impoverishment to be sold, we privation to surface that we are having a say in the purchase, and the way we do that is by offer purchasing questions and/or objections. If you can inundated and statement those questions/objections, next you will stick concern.
The customer is happy, because not single did they get something that they wanted, but they got to participate in the route of purchasing. You are content too, because you closed business, you have helped a case to get what they needed, and keenly your checking article is positive.
So to recap, present is how the whole modus operandi complex (and at the end of this explanation, I'll even use a tie-down, rightful as an instance): your expectations attends quite a lot of form of recital that informs them of how they can quality from your goods/service. Afterward, you speak through with the last manoeuvre. It is hoped-for that they will feature both buying questions and objections. This is how the hope will involve yourself in in the process, and should be welcome. Then, you will statement those objections and questions appropriately, you cognitive content a tie down, and you carry on beside giving. And that's correctly how the deal should toil. Does that trade name sense?
Remember, it's a lot easier to hit a still reference than to hit a swirling reference. So to put the likelihood of occurrence in your favor, consequently simply aim at targets that don't shunt. And to form positive your reference point doesn't move, tie it downhill.
I, Joshua Fuson, judge exhaustive social control for these oral communication. If you have any questions in connection with this material, you can bring up to my website , or you can communication me head-on at my marital department at 641-856-7555. Copyright 2006 Fuson Enterprises.
留言列表
