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