| Closing the Sale the Landscape Sale | | | | Won't they? |
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| Article by Tom Lanza | | | | Won't you? |
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| Copyright (R) 2003 by ProGardenBiz | | | | There are others, of course. In the Standard |
| | | | tie-down you usethese at the end of |
| No matter how much time you spend with a | | | | sentences. |
| client it will all bewasted if you don't | | | | |
| close the sale. Many people start off witha | | | | The quality of the sprinkler is important, |
| great presentation, but somewhere they lose | | | | isn't it? |
| the client. Theywill call you, they will let | | | | |
| you know, they have to think aboutit, but it | | | | If what you said represents truth as the |
| all adds up to a potential loss. | | | | client sees it, won't thatperson respond by |
| | | | agreeing? And when they agree that |
| So how do you arrive at the successful close | | | | somequality of your product or service meets |
| after the greatpresentation? First you must | | | | their needs, they'vemoved closer to buying |
| lead your client there with aseries of easy, | | | | it, haven't they? |
| small yeses that will lead up to the big yes. | | | | |
| | | | Selling is the art of asking the right |
| One method of achieving this is through the | | | | questions to achieve the stringof minor yeses |
| use of thetie-down. | | | | that will lead to the final yes. The final |
| | | | sale isnothing more than the sum total of all |
| Tie-downs come in four styles: standard, | | | | your minor yeses, isn'tthat right? |
| inverted, internal,and tag-on. By mixing the | | | | |
| four types you will avoid the soundof a slick | | | | The other tie-downs are simply variations on |
| sales pitch. | | | | the same idea. |
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| Here are eighteen tie-downs that you'll find | | | | With the Inverted tie-down you put the |
| useful: | | | | tie-down at thebeginning of the sentence. |
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| Aren't they? | | | | Isn't quality important in a project like |
| | | | this? |
| Aren't you? | | | | |
| | | | The Internal tie-down is a bit more difficult |
| Can't you? | | | | to handle, butcan be very effective. With |
| | | | this method the tie-down is inthe middle of |
| Couldn't it? | | | | the sentence. |
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| Doesn't it? | | | | When you have the system installed, won't |
| | | | quality be veryimportant? |
| Don't you agree? | | | | |
| | | | The technique is the Tag-On tie-down. In its |
| Don't we? | | | | simplest form,you tag your tie-down onto any |
| | | | statement your prospect happensto make that's |
| Shouldn't it? | | | | positive to the sale. |
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| Wouldn't it? | | | | Client: Quality is very important. |
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| Haven't they? | | | | You: Isn't it? |
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| Hasn't he? | | | | If the customer says it, it must be true. And |
| | | | each time yourclient says something helpful |
| Hasn't she? | | | | to your sale, if you tie it downyou get a |
| | | | complete minor agreement, don't you? |
| Isn't it? | | | | |
| | | | Through the use of tie-downs you can advance |
| Isn't that right? | | | | the sale to thepoint where the customer will |
| | | | be ready to make the final yes,but tie-downs |
| Didn't it? | | | | alone will not always do it. Next time we |
| | | | willtalk about some alternative methods for |
| Wasn't it? | | | | moving toward the Close. |
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