We are all afraid to be sold aren’t we? We would prefer to be left alone to make our on decision or be sold by someone who we feel cares about us and has our best interest at heart, am I right? The previous two sentences were examples of what is called the Tie-Down.
What is a tie-down? Tom Hopkins says, a Tie-Down is “a question at the end of a statement that demands a yes, or isolates an objective.” So the goal here is to get the other person to say yes as many times as you can before you proceed to the close. I want to make this point before I move on, if you decide to use this tactic it needs to be natural and in your own words. There is nothing worse than throwing up all over the other person. Sorry to be so graphic but that’s what happens when you don’t make it your own; you lose the person and you lose the sale.
Other examples of the Tie-Down would be “Can you? Aren’t you? Doesn’t it? Couldn’t it? Wouldn’t it? Shouldn’t it? Isn’t that right?”…and the list goes on. The goal is to practice and memorize all of them so this becomes second nature to you. The more questions you ask and the more “yes” answers you get, the better your salary will be.
So the goal for the next couple of days is to use this and begin to make it your own. The Tie-Down is a great tool to add to your bag of goodies and I know once you have this down you will feel the same way.
I will see you again soon where we will discuss another great sales technique, so until then…
Your Freedom And Success,
Joel
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ACTION EXERCISE:
1. Write down as many Tie-Downs as you can find or imagine.
2. Memorize them until they become instinct to you and you can use them naturally.
3. Begin using them on a regular basis. If you want to be the best you have to do what the best do.
How frustrating is it when you set aside that time everyday to update and come up with creative material for your blog, and no one is commenting??!! Very, right?? You have marketing secrets you”ve used over the years and are hoping that you are positioning yourself as the guru or advisor for a huge industry, and no one is commenting on the blog!!! Isn’t that frustrating?? Of course it is…….. How about putting more out there than the other gurus on the internet, just a little more, and get some real “traction” with your efforts………Doesn’t that make sense???? Of course it does!! Does it really matter if you eventually disclose all the information you are sellinhg to attract the people that will buy it????? I don’t think so…….don’t you agree????
Tom,
Thanks for the comment. By no means am I trying to position myself as a guru. I am just here telling my story and trying to help people along the way. If something I say can help someone out there than great, if not I had fun writing it. Network Marketing is a big industry I will agree with you on that, but it is also a thriving and growing industry. Combined with what I teach in my 7-Day Breakthrough Marketing Bootcamp, anyone can achieve a level of success in this industry. I hope I can be of some help in the future.
Thanks again,
Joel