Another poster reminded me (Thanks Misterme) that tie downs are so important that the subject really shouldn't be skimmed, or talked about loosely, its something that deserves to be talked about specifically, and fully, as a stand alone topic.
We have threads on answering rebuttals and other specific techniques...this one is a good one too!
For those who dont know:
Tie downs are sort of a way of getting "pre-committments" throughout your pitch.
The sales person gets the customer to agree to little things along the way that later its hard for them to renig on when it comes down to the close. Making for more natural, easy closes.
"It looks like you dont currently have a company logo for us to use on your site design, and so I guess you are going to need us to design one for you, is that correct Bob?"
When Bob says "yes", he just committed to something.
If you get him to commit enough times in your pitch, to enough different little things, then it will be hard for him to say "no" at the close; specifically, because he would have to "take back his own word", at closing time, to suddenly say he doesnt want all the things he clearly said he wanted throughout the pitch.
It takes a person being a little "assumptive" in their style to get these tie downs from customer, and being assumptive is something that every good salesperson needs to have the ability to do.
As comfortable as you will get with it later, it honestly takes breaking out of your comfort zone a little to get started using them, and get into the habit, and feels a bit unnatural at first to use tie downs, but once you have done it a few times its like a piece of cake and will make your whole style more effective, and more importantly, you will close more sales.
For anyone really interested in developing as a sales person, this thread should be ultra valuable, and really will take your sales to the next level!
My idea here is to create a thread of concentrated tie downs, not necessary strictly "Come over here and check out my training videos" answers, but I would hope that contributors offer something to the thread itself, directly, so we can have a concentrated resource on this subject. Please feel free to embed training videos into the thread itself if you wish.
Lets make a concentrated , relevant thread on the subject of "Tie Downs".
To open this subject up for specific discussion, in its own deserving right, because it is SOOO valuable to learn,
This ought to be fun and very valuable for anyone learning sales.