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