Tie Downs Gain Yes Responses
Many of you have heard, read, or know about tie down questions. They are used in every-day conversation to gain acknowledgements and agreements. Think about your presentation. Where and when are you using tie down questions?
Let me give you some examples:
Service Agreement Tie Downs
“As you know, our vehicles are made on earth and not in heaven. I am sure you will agree that everything man makes breaks, doesn’t it?”
“Your service agreement will pay the garage directly, saving your financial resources. I am sure you will agree, being responsible for only a small deductible is far better than being responsible for the entire repair bill, isn’t it?”
“Your service agreement is good at any licensed repair facility. Convenient, isn’t it?”
“Having a service agreement on your vehicle is like having major medical for your transportation needs. The policy provides peace of mind, doesn’t it?”
While we must be careful not to degrade our vehicles, we must present the service agreements as solutions to the customer’s needs. Using tie downs questions can validate where we are on the path to the sale.
Life and Accident & Health Protection
“I am sure you will agree, no debt should live longer than its maker, should it?”
“Upon your untimely demise, I am sure you would want to leave your loved ones with happy memories rather than an increase in obligations, wouldn’t you? Who would you like to receive a lien free title?”
“In the event of illness or injury, having your vehicle payments made on your behalf can be a blessing, can’t it?”
“For pennies a day you can protect the mobility of your best friend during a time of economic stress, and that is you, isn’t it?”
GAP Protection
“In the event of a total loss, the policy will pay the difference between the loan value and the market value, plus your insurance deductible. That benefit would make it easier replacing this vehicle, wouldn’t it?”
“Don’t you agree, making payments on a vehicle you do not have any longer is a hardship? Certainly you can see the value in the benefits this policy can provide, can’t you?”
When presenting and using tie down questions for trial closes, timing is essential. Following the selling cycle, we first meet the customer and immediately begin to build rapport. Finding common ground is a great way to break the ice and to form the foundations of the presentation.
Prior to presenting products, the true professional identifies the needs of the customer and has a clear understanding of the customer’s buying motives. Is the customer concerned about Security, peace of mind, affordability, convenience, ease of ownership, or durability? The answer to that question will determine the presentation approach. While it is essential to deliver a quality presentation to 100 percent of the customers, 100 percent of the time, what we say must be relevant to the customer’s usage of the vehicle. It is also critical to deliver a presentation that is on target. Tie down questions are your barometer. Is the customer buying what you are presenting? Seeking yeses eases the pathway to successful closing ratios. Tie downs are effective tools to tie down a sale . . . don’t you agree?
World of Special Finance Magazine, March 05 issue, p. 12 & 13