Two Words that Will Snag You More Sales
Kat / Vertical Axion
If you knew that a simple two word phrase could improve your sales significantly, you’d use it, wouldn’t you? It only makes sense to employ such a simple tactic, doesn’t it? So no matter what this tip turns out to be, you should use it, shouldn’t you?
Indeed, you should. The sentences above illustrate a simple, but profoundly useful tactic. They are part of a series of phrases called “sales tie-downs”. Tie-downs can help you improve your business when used correctly by getting a potential customer to agree with small steps instead of everything at once. If you can get a customer to agree with six steps of your process at different times in your conversation, it’s much more likely that in the end you’ll have a new client.
The questions obviously don’t always have to be two words, but two word questions are always the most effective at the end of statements. Questions like you know what I mean? And is that right? are also tie-down questions that can be dispersed in the conversation and not just tacked on to the end of sentences.
Basically, the point of tie-down questions is to get your customer to say “uh-huh” or “yes, absolutely.” This tactic not only helps keep the customer’s head in the game, it can serve as a way to break up large chunks of information so they’re more understandable at the end. They also put you in control of the conversation so that you always know if your customer is on the same page or has gotten lost along the way and needs some clarification.
Simple questions like aren’t they? Can’t you? Won’t they? are all questions that can become a natural part of your conversations and sales presentations. Don’t use them unless you have the use down correctly – if you don’t, you may come off as threatening or argumentative on accident. The key to using tie-downs is practice, practice, practice. Practice on your dog, your kids, your friends. Get together with some of your business buddies and do some customer-to-salesperson roleplaying. They can help you find the right rhythm and frequency of your tie-downs.
Big closes work for some people, but not all. Don’t save your most powerful stuff for the end. Keep your customer involved, awake, and active in your conversation, and you may see an improvement in sales – don’t you think?