Questions Are The Answer

When you work with a car buyer, don’t you agree that you should try for several minor yeses before you go for the big yes buying decision? It makes sense, doesn’t it? It would be helpful to learn a specific technique that would begin a string of yes answers, wouldn’t it? You’re probably getting tired of all these questions, aren’t you?

If you answered yes to these four questions, you’ve just proven the effectiveness of the “Tie-down” questioning technique. Let me begin by defining the term “tie-down.” A tie-down is a question at the end of a sentence that calls for a positive response. Here are some examples:

“A reputation for excellent service after the sale is important in making this decision, isn’t it?”

“You can see how our evening service hours would make your life easier, can’t you?”

This technique works most effectively when you tie-down a positive statement about the benefits of your services that your buyer has shown interest in. The key to success with this strategy is not to over-use them so your buyer won’t suspect you’re using a technique.

Here are 18 standard tie-downs that you’ll find useful.

Aren’t they?                                   Don’t we?                                              Isn’t it?

Aren’t you?                                    Shouldn’t it?                                         Isn’t that right?

Can’t you?                                     Wouldn’t you?                                      Didn’t it?

Couldn’t it?                                   Haven’t they?                                       Wasn’t it?

Doesn’t it?                                     Hasn’t he?                                            Won’t they?

Hasn’t she?                                   Won’t you?                                           Don’t you agree?

You don’t want to use too many of them with any one client. Use just enough to get the yeses flowing. Experiment with your existing presentation until you find a comfortable number of tie-downs to use without sounding repetitive.

Another way to keep these tie-downs from sounding overused is to use them in other forms:  “Inverted,” and “Internal.” I’ll use the same example as above to demonstrate them.

STANDARD:  A reputation for excellent service after the sale is important in making this decision, isn’t it?

INVERTED:  Isn’t a reputation for service after the sale important in making this decision?

INTERNAL:  A reputation for excellent service after the sale is important, isn’t it, in making this decision?

The inverted and internal tie-downs allow you to hide the fact that you’re using a technique while adding warmth to your statements. By utilizing all three types, you’ll have a good mixture of them to build into your presentation. Once you’ve learned them and worked with them, the use of tie-downs will become a speech habit that will improve your business and your earnings.