Wednesday, May 7, 2008

The Tie-Down Close

The tie down close is used to demand an affirmative response("getting a yes")from the buyer. Almost any question can be phrased as a tie-down close. Tie downs closes usually end in "wouldn't you, couldn't you, isn't it, don't they, cant't you, etc..."
For example:
Instead of "Is it raining today?" say "It's raining today isn't it?"
Instead of "Are you local?" say "You're local aren't you?"
Instead of "have you heard of my company?" say "You've heard of my company, haven't you."
Try it with these questions below.

"Can we go to the store?."
"Do you want some cake?"
"Does that make sense?"

Be careful when using the tie down close. You must sound sincere, otherwise it will sound pushy.

If you found this article helpful, visit a sponsor for more tips!

Next time: The reverse tie-down close

Saturday, May 3, 2008

Listen More than you talk

This is a pretty self evident one, but it took me a long time to figure out, until a co-worker said it like this, "While you're talking, they're not listening. They're thinking up the next reason they shouldn't buy"
So make sure you keep it short and sweet. Remember the old saying, "Talk Long, Talk Wrong." Make sure you get them to open up to you. If you do this, they will tell you how to sell them.