I saw this picture today over on Facebook and it reminded me of an example that I use when training entrepreneurs. I have used it for years, and it is still applicable today.
It is about using what is known in sales as “The Tie Down”. Traditionally the tie-down is known as:
“Sales tie-downs are short questions you add to statements throughout your presentation to get your prospective customer to start saying yes long before you go for the close. You want to engage your customer and get them used to saying yes.”
But I personally use the tie-down for booking appointments or for filtering the best way to take someone to the next step or to get them more information.
I teach my students about the tie-down using ice cream as an example. If you stop at an ice cream stand and there are 57 flavors. Which one do you pick?????
But, if you stop at an ice cream stand and there is only chocolate or vanilla, which one do you pick? Much easier right?
So when it comes to setting appointments and such, use the ice cream approach. For example, never say “What time is good for you?” That is too open ended and not tied-down enough. 🙂
Try using the tie-down to tie it down.
This is better.
“What is better for you, later this afternoon or tomorrow morning?” And then once they answer with either choice, you keep tying it down. “Okay, 9 am or 10 am?” “My Zoom meeting link or yours?”
By using the tie-down method you will save yourself and your prospect or prospective client/customer so much heartache and eliminate clutter and confusion in the whole process of the business exchange.
Whether booking an appointment, arranging a next step, or finalizing payment. Ex. “What is better for you to pay with Debit or Credit Card?”, once again a form of the tie-down and much more effective than “How would you like to pay?”, which is open-ended and not tied down.
I hope you found this helpful and have fun tying it down. 🙂 And you might also enjoy this other blog post I did in the past about ice cream cones. I just reread it and thought it was pretty cool… ice cream pun intended. LOL Here is the link: