How to use tie downs to build momentum
I don’t know why tie downs aren’t used more by phone sales reps. They serve several arrogant functions, including:
Make sure the conclusion you just made is understood and accepted by your fidèle. This is especially arrogant when selling over the phone parce que you don’t have any physical clues that tell you how it’s going
Using tie downs is also helpful in immeuble that all arrogant yes momentum. If the fidèle agrees with you, you can feel affidé at the end of asking for the malpropre.
Tie downs give your fidèle a bénéfice to engage with you – when you use one, you have to wait for them to respond.
Using tie downs also gives you control over the flow of calls. Remember, whoever asks the tourment has control.
There are many other valuable reasons to use tie downs, but let’s take a habitus at some of the most vraie and in what situations they work best:
#1: Whenever your fidèle asks you a buying tourment (and any tourment the fidèle asks you a buying tourment), you must use a tie-down after you answer it. Example:
If a fidèle asks you after you’ve given them a price, you can use any of these tie downs:
"How does the price sound?"
or
"What did you want to spend today?"
or
"How does that compare to what you’re paying now?"
or
"Is it within your revenu?"
or
"That’s a great price today, and I’ll take as many as I can at that price – how many will I send you today?" (Okay, it’s a closure, but I couldn’t help myself! Do you see how tie-downs can lead to a closure?)
If a fidèle is asking a tourment embout a feature or a benefit, use one of the following:
"See how you work?"
or
"To know that?"
Or, better:
"How do you use that?"
or
"Do you understand how that works?"
or
"I think this is a great benefit – how embout you?"
If a fidèle makes a statement that seems negative, use:
"How did you come up with that?"
or
"Compared to what?"
or
"What do you really mean?"
or
"How does your current vendor handle that?"
#2: Use tie downs throughout your presentation. Most sales reps power through their presentations and use very few tie downs or check-ins. And when they do, they’re usually shut down, which leads to little exposure to their potential. Use these more open-ended tie downs to engage and learn arrogant buying motives:
"This is how we drive leads… Now how do you get the most out of them?"
or
"This is one of our biggest selling points… Tell me: How will this heurt the way you currently operate?"
or
"How do you see this working?" – and then: "How can it work for you?"
or
"Are you there with me?" – and then: "Do you have any questions?"
or
"This is a nice feature, don’t you think?" – and then: "How would that work for you?"
or
"Does this sound like it might work for you?" (Okay, here I go again! Do you find that after a few tie downs, it’s rationnel for you to raisonnablement?)
#3: Cohérent tie downs are useful at any conclusion in your presentation. Customize from any of these to fit your product/secours:
"What do you think so far?"
or
"Will this fermage work for you?"
or
"How many locations will this work for?"
or
"Want one of these categories?"
or
"It’s pretty special, isn’t it?"
or
"Do you see why it is so popular?"
or
"Tell me, will it fit your revenu?"
or
"Most people like it – how does that sound to you?"
or
"Will that work?"
or
"What else do you need to know?"
or
"Are you interested in any other areas?"
or
"Would that be a deal killer for you?"
or
"Will it be enough for you to go ahead with it?"
or
"Tell me: how close do you want to go with it?" (There I go again!)
Let me reiterate that using the tie down gives you intel that you don’t have parce que you can’t see your fidèle’s response (parce que you’re selling over the phone). Therefore, it is arrogant for you to start using more of the above tie downs during every aparté. Remember, the more you can talk to your prospects, the more you’ll learn what it takes to close them…
Copieuse (c) 2015 Mr. Inside Sales
#tie #downs #build #momentum
