I don’t know why phone sales reps don’t use tie-downs more. They serve several crucial functions, including:
Obtain confirmation that the potential client understood and accepted the point you just made. This is especially important when selling over the phone, as you don’t have the physical clues to tell you how everything is going.
The use of moorings is also fundamental to generate that important impulse of yes. If the prospect still agrees with you, then you can feel confident in the end asking for the sale.
Tethers also give your prospect a chance to interact with you — when you use one, you actually have to wait for them to respond.
Using tethers also gives you control over the flow of the call. Remember, whoever asks a question is in control.
There are many other valuable reasons to use restraints, but let’s look at some of the most effective ones and review in which situations they work best:
#1: Every time your prospect asks you a buying question (and any question a prospect asks you is a buying question), after you answer it, you should use a link. Examples:
If a prospect asks you how much something costs, after you give them the price, you can use any of these links:
“How does that price sound?”
PRAYED
“Is that what you were looking to spend today?”
PRAYED
“How does that compare to what you’re paying now?”
PRAYED
“Is that within your budget?”
PRAYED
“That’s a great value today, and I’d take as many as I could at that price. How many should I send you today?” (Okay, that’s closure, but I couldn’t help it! See how ties can lead to closure?)
If a potential customer asks a question about a feature or benefit, use any of the following:
“See how that works?”
PRAYED
“Makes sense?”
Or better:
“How would you use that?”
PRAYED
“Do you understand how that works?”
PRAYED
“I think it’s a great benefit, how about you?”
If a prospect makes a statement that seems negative, use:
“How did you get to that?”
PRAYED
“Compared to what?”
PRAYED
“What do you mean exactly?”
PRAYED
“How does your current provider handle that?”
#2: Use tie-ins throughout your presentation. Most sales reps overpower their presentations and use very few links or signups. And when they do, they’re usually tight-lipped, causing your prospect to reveal little. Use these more open loops to engage AND learn crucial buying motives:
“This is how we handle leads… now tell me how you would get the most out of them.”
PRAYED
“That’s one of our biggest selling points…tell me: how would this affect the way you’re currently doing things?”
PRAYED
“Did you see how this works?” – And then: “How could this work for you?”
PRAYED
“Are you there with me?” – And then: “What questions do you have?”
PRAYED
“That’s a nice feature, don’t you think?” – And then: “How would that work for you?”
PRAYED
“Does this sound like it could work for you?” (Okay, here I go again! See how after a few lashings, it’s natural for you to start closing?)
#3: General Ties are useful at any point in your presentation. Customize any of these to fit your product/service:
“What do you think of this so far?”
PRAYED
“Would this location work for you?”
PRAYED
“How many locations would this work for?”
PRAYED
“How many departments would want one of these too?”
PRAYED
“That’s pretty special, isn’t it?”
PRAYED
“Do you see why this is so popular?”
PRAYED
“Tell me, would that fit in your budget?”
PRAYED
“Most people like this, how does it sound to you?”
PRAYED
“Will that work?”
PRAYED
“What else do you need to know?”
PRAYED
“What other area interests you?”
PRAYED
“Would that be a great deal for you?”
PRAYED
“Would that be enough for you to go through with this?”
PRAYED
“Tell me: how close are you to wanting to go through with this?” (There I go one more time!)
Let me reiterate that using ties gives you the information you don’t have because you can’t see your prospect’s reaction (because you’re selling over the phone). Therefore, it is essential that you start using more of the above ties during each conversation. Remember, the more you can get your prospect to talk, the more you’ll learn what it takes to close them…
Copyright (c) 2015 Mr. Inside Sales
